Speed-to-Proficiency Dramatically Boosts Software Company's Revenue 31%
To significantly grow the organisation, a software company decided to provide sales training to a critical sales channel: value-added resellers (VARs). The company recognised this training need for a solution-selling approach applied to the significant number of channel sales employees new to the company and/or industry. Increasing speed-to-proficiency required a focus on the company's products, processes and customer industries, all in this context of solution selling.
To maximise time to proficiency in selling their solutions, the company designed a new on-boarding process. They engaged Wilson Learning to create a comprehensive learning system, comprised of pre-work and e-learning product training, a core three-day programme as well as a post manager support and reinforcement programme. Additionally, a highly interactive Team Challenge exercise gave participants the opportunity to apply their newly acquired skills in a simulation activity.
A 4:1 return on investment with a 31% increase in business was attributed to the training. Over 75% of participants indicated they created new business opportunities as a result of the programme.