Case Study: Technology sales training blending off-the-shelf and custom solutions
THE CHALLENGE
There were multiple issues with a technology firm’s sales training program. A standard sales process didn’t exist across customer segments or locations, and training and coaching for on-the-job skills (e.g., account & opportunity planning) were inconsistent. As a result, team members consistently failed to meet sales goals. The client realized that they needed a custom sales training program for two audiences: Salespeople and Sales Coaches.
COMPANY PROFILE
Industry: Information Technology
Specialty: Insurance Claims
Function: Sales and Sales Leadership
Focus: Onboarding, Sales Skills
Company Bio
This firm provides the SaaS platform for the multi-trillion-dollar P&C insurance economy powering operations for insurers, repairers, automakers, part suppliers, lenders, and more. Its cloud technology connects more than 30,000 businesses digitizing mission-critical workflows, commerce, and customer experiences. A trusted leader in AI, IoT, customer experience, network and workflow management, this firm delivers innovations that keep people’s lives moving forward when it matters most.
ACTIO SERVICES
- Custom training solutions
THE SOLUTION
Based on the client’s expressed needs, Actio designed two instructor-led programs that introduced a proven, off-the-shelf sales process. A three-day workshop for Salespeople included topics such as:
- Introduction to the Sales Process and Tools
- Developing an Opportunity
- Tailoring the Value Proposition
- Developing an Account Plan
A two-day workshop for Sales Coaches included:
- Prework and Preparation
- Introduction to Coaching
- Coaching for Performance Results
Both workshops offered realistic, whole-task practice in numerous account planning, opportunity planning, and coaching scenarios.