Faster Sales Transformation
Working with over 1,500 experienced sales hires in a multinational technology corporation to evolve an existing sales onboarding program to correspond with their global sales transformation
The Challenge
We were asked to transform their current sales onboarding program to correspond with the client’s transition into a subscription and software sales model. This program development would help experienced sellers adopt a new consultative selling approach that focused on long term versus short term solutions.
For the client, it was important to provide new sales insights and concepts in an innovative way while staying true to the company’s core principles. We had to build upon their existing framework and incorporate engaging and stimulating content to enhance the onboarding process.
Under Pressure
Incoming sales hires often felt the pressure to consume product knowledge, learn the key sales skills and adapt to a new environment, in a short space of time.
Behavioural Change
Most participants are already experienced sellers who have to swiftly adopt a new selling approach to align with change in business strategy.
Tools Mastery
Sellers need to quickly master multiple tools that are constantly evolving to keep up to date with the latest technology and work seamlessly between them to get the best results.
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Improving Performance -
Increasing Engagement -
Business Growth -
Leadership Growth -
Accelerating Development -
Commercial Innovation -
Optimising Effectiveness -
Catalysing Change
How we helped
After a series of strategy sessions, Interactive Workshops’ approach was to evolve and streamline the sales onboarding process to incorporate the client’s new sales approach as they undergo a global sales transformation.
In the first phase, we tackled the challenge of sales hires being under pressure. We identified the essential knowledge that a new sales hire needs to hit the ground running, and used that to refine the content in their onboarding workshops. The one thing that sellers want to do is sell. So we gave them exactly what they needed to do that as quickly as possible.
Our second phase launched the delivery of the new sales onboarding workshops across 3 global regions. During this time, we focused on the challenge of behavioural change. By establishing the benefit of working closely with customers to identify and meet their business outcomes through long term solutions, sellers could get behind a new way of selling. To support them in continuous development, we created micro assets that outlined these benefits and addressed their pain points at the time of need, offering short easily digestible content.
In the third phase, we concentrated on the challenge of tools mastery. The client’s organisation already has a vast digital archive filled with tools enablement content. For a new hire, this is an overwhelming amount of information to go through when you’re first starting. We held scoping meetings with subject matter experts to pinpoint the exact tools new hires need to understand in their first few weeks. With this information, we create micro eLearnings to complement the existing tools enablement content. These eLearnings provided sellers with a high level overview of their primary tools and the value each one contributes to their roles.
196
consulting sessions with the client
216
hours spent running workshops
80+
bespoke assets produced
72
workshops run
1559
participants involved in workshops across 3 continents
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