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IT & Consulting GCC Drives Sales Growth Through Consultative Selling Transformation
28% Increase in Revenue
Industry Information Technology (IT)
Category Sales
Solution Suite Counselor
Business Issue
A leading Global Capability Center (GCC) of a global IT and business consulting firm—headquartered abroad but with a large delivery and consulting hub in India—sought to play a more strategic role in global revenue growth. As part of its evolving mandate, the India GCC aimed to expand high-value consulting and transformation opportunities across client accounts in Asia and beyond.
To support this shift, the leadership team identified over 200 directors and managers—comprising solution delivery leads, domain experts, and account influencers—who were crucial to client-facing engagements. While technically proficient, this group needed to transition from being executionfocused to becoming consultative advisors, capable of leading business conversations, identifying growth opportunities, and influencing decisions beyond the scope of existing Service Level Agreements (SLAs).
Solution
In partnership with Wilson Learning, the organization designed a custom learning journey that focused on building the consultative mindset, interpersonal effectiveness, and strategic customer engagement skills essential for GCC professionals today.
The solution included:
- A consultative selling framework tailored for solution owners and delivery leaders within a GCC setup
- Interactive virtual workshops, built around real-world account challenges
- Pre-work modules, simulation-based practice, and peer learning to ensure practical application
- Reinforcement tools and guided field application to sustain behavior change
- An Impact Evaluation survey to capture measurable outcomes and business attribution
Outcomes
A 28% increase in sales revenue attributed to the custom learning solution
85% agreed the custom consultative skills learning solution had an impact on their work performance.
97% of directors and 89% of managers agreed that it was easy to apply the new skills on the job
Behaviors that showed the greatest level of change:-
The participants were able to:
- Being well prepared for customer meetings
- Increasing customers’ level of comfort
- Identifying customers’ communication styles
- Adopting a problem-solving attitude with customers
- Asking the right questions to discover critical information
- Presenting solutions with a focus on value
“The way the concepts are being explained and how
we can co-relate to our own experiences.”
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