Bottom-Line Measurement of Sales Training Investments at $7B Communications Firm - A Case Study

Approach

Custom surveys created to track simultaneous solution selling training programs roll-outs.

• Training: solution selling skills and consultative selling skills, negotiation skills, and sales coaching skills for managers
• Time frame: ranged from three to five months after the training
• Key measures: 16 skills, reinforcement activities, manager and executive coaching, success stories, and requests for support

Summary

• Goals: increase sales, differentiate beyond price, strengthen customer relationships
• Challenges: price-driven buyers, low-level customer relationships, low-cost competitors, lost opportunities
• Results: a 3x sales volume gains between participants with high vs. low application
• 30.6% increase in sales volume for “high appliers” vs. 9.7% increase for “low appliers”

View complete Solution selling training measurement case study details...