BUSINESS ISSUE

A leading global design and engineering firm indicated the need to enhance the skills of its salesforce, which was segregated into three levels by proficiency. The primary skill augmentation need was noticed for level one and level two salespeople in critical areas such as prospecting, ensuring consistency in the go-to-market approach, sustaining a sense of collaboration while working in teams, having a consultative mindset, managing key stakeholders, etc. The chief objective/business motive of sales skill development is to increase sales revenue.

SOLUTION SUMMARY

After a comprehensive needs analysis, Wilson Learning designed two customized learning programs, The Counselor Salesperson (CSP) and the Sales Advantage Series (SAS), for level one and two salespersons, respectively. The training program also helped build a standardized go-to-market approach, which was previously nonexistent, to ensure customers receive a consistent and premium experience every time. E-mail tips and reminders followed the training to provide step-by-step skill development and transformation guidance. The programs included manager coaching to ensure immediate supervisors can oer timely support and substantive assistance to help their teams level up.

OUTCOMES

The group of participants who reported a sales opportunity attributed

BEHAVIORS THAT SHOWED THE GREATEST LEVEL OF CHANGE:-

better prepared for the client interactions asking the right questions to identify current versus desired situations opening up possibilities for new interactions with customers understanding of customers’ business priorities successfully navigate customers’ decisions to win more business

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Services:- Customization Services, Impact Evaluation, Learning Journeys

Content:- Counselor Salesperson™, The Sales Advantage Series (SAS)