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Case Study
Industry Information Technology (IT)
Category Sales
Product Counselor
Business Issue
To grow the organization significantly, a software company decided to provide sales training to a critical sales channel: value-added resellers (VARs). The company recognized this training need and applied a solution-selling approach to a large number of channel sales employees new to the company and/or the industry. To increase speed-to-proficiency, the company focused on its products, processes, and customer industries, all in the context of solution selling.
Solution
To maximize time to proficiency in selling their solutions, the company designed a new onboarding process. They engaged Wilson Learning to create a comprehensive learning system, comprising pre-work and e-learning product training, a core three-day program, and a post-manager support and reinforcement program. Additionally, a highly interactive Team Challenge exercise gave participants the opportunity to apply their newly acquired skills in a simulation activity.
Outcomes
4:1 ROI attributed to the training, demonstrating measurable business impact.
31% increase in business following the program.
75%+ of participants reported creating new business opportunities as a result of the training.
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