Global Software Provider Sees a 30% Uptick in Win Rate and a 39% Higher Average Deal Size

Regardless of prior selling styles, habits, and processes, all salespeople would be expected to sell using one sales strategy, learn and use a common sales language, and follow a sales process. Sales leadership believed consistency would improve sales skills and behaviors, establish and encourage best practices, and provide a clear line of sight for realistic performance measurement.

Aware of Wilson Learning’s reputation for excellence in sales effectiveness, the company engaged Wilson Learning to design, develop, and implement this change. Wilson Learning’s consulting services were leveraged to conduct thorough research of the company, its markets, and its go-to-market practices.

That work informed our instructional designers as they developed a Learning Journey framework to embed The Counselor Salesperson™ skills in onboarding newly hired salespeople.

• Within the first 30 days, new hires receive 1.5 days of training on the Counselor Approach and the Relating and Discovering skills.
• During the next 3 months, participants “try on” their Relating and Discovering skills and receive feedback and reinforcement from their sales leaders.
• After that period, participants learn Advocating and Supporting skills in a follow-up 1.5-day workshop.

The Counselor Salesperson™ tools, like Discovery Agreements, were integrated into the CRM system to give sales managers visibility into sales activity, allowing them to monitor and drive salespeople to conduct comprehensive, purposeful discovery with customers.

Sales leaders also received access to the Coaching Playbook, which provides turnkey actions to help them improve their salespeople’s performance and reinforce consistency in using selling skills and behaviors.

Negotiating to Yes™ was also offered as an elective for teams whose sales leaders believed could benefit from increasing their influencing and negotiating skills.