Case studies
CONNECT
42-44 High Street,
Slough SL1 1EL,
United Kingdom
+44 1753 245543
(c) 2024 Strategy to Revenue |
Case studies
42-44 High Street,
Slough SL1 1EL,
United Kingdom
+44 1753 245543
Deliver a sustained improvement to commercial performance across all regions, by instilling a culture of continuous learning and manager-led coaching, for a global mobile telecoms operator.
Six weeks after the course the client gave feedback that the right opportunities were being addressed in the right way by the sales team.
The mobile operator approached Strategy to Revenue to build a program to give sales managers the necessary skills to deliver on the-job coaching to their teams. The Pathfinder process identified the company culture and common personality traits amongst sales managers which were shaping the behavior of the sales team. From here, an international standard for sales coaching competency was established. Using the SKILLBuild™ assessment tool a bespoke, self-paced learning path was then created for each sales manager which included a mix of online learning and workplace activity.
Successful completion of the course ensured a consistent base level of competency, which was then enhanced via a two-day intensive workshop, affording sales managers the opportunity to discuss their learning and share examples of best practice.
Ensure the sales and inside sales teams of a global financial news and analytics firm have the product understanding and skills set necessary to sell its complicated and nuanced financial services products globally.
Strategy to Revenue’s SKILLBuild™ platform was used to assess each sales person’s competencies; the answers provided an opportunity for the sales person to discuss and agree desired final results with their line manager. Based on an agreed competency score, a self-paced, personalized learning pathway was developed, thereby enabling people to demonstrate their understanding of key competencies before undertaking the module. This reduced the time spent by salespeople on unnecessary training and ensured their maximum engagement in the modules. The customizable nature of the SKILLBuild elearning platform reflected the language, terminology and market requirements of this very specific field of business.
Create a global onboarding program that educates new hires on Motorola’s strategic transformation and solution selling approach, and improves their time to productivity.
Winner of the Gold Brandon Hall Group Excellence Award for Best Onboarding Program
Recognising the need to deliver a comprehensive and consistent global onboarding program, Motorola engaged Strategy to Revenue as its strategic delivery partner. Via a Discovery session, the Strategy to Revenue team quickly evaluated the key components of sales force effectiveness within Motorola; they used the findings to shape an onboarding program that equipped new hires with the skills, knowledge, sales methodologies, tools and company know-how to become valuable contributors within two quarters.
From the design of the program to results tracking, the focus was on field performance and business impact. A broad but not overwhelming variety of materials were included in the program, with learning activities delivered in multiple formats including formal courseware, field activities, mentoring and networking. Care was taken to ensure the collateral was both easily updatable, and easily accessible, and digestible to new hires not frequently at a desk. A mix of global and regional content, combined with job specific collateral for direct sales, inside sales and telesales, ensured material was consistent in its messaging and approach, but bespoke enough to make it highly relevant to an individual job role.
Obligatory learning milestones at 30, 60 and 90 days were specified for both new hires and their managers, and provided clear goals against which they could measure their performance and sales results, whilst establishing a global baseline for performance.
Help a leading marketing automation software company coach its customer satisfaction team on how to continue to delight customers, whilst proactively growing share of customer wallet, and freeing up the sales team to focus on new business.
Within 12 months:
Strategy to Revenue’s Pathfinder assessment identified the influence of the company’s culture on the team, their motivations, reservations, and working styles. From here, a bespoke Pathfinder program was developed to coach the team how to adopt behaviors that would help the company achieve its goals. Through a SKILLbuild™ online assessment, individuals identified their own performance shortfalls. This formed the basis of a nine-week individual learning path with links to learning, work-based activities and exercises, followed by a two-day workshop where newly learnt competencies were reinforced. The company implemented Strategy to Revenue’s recommendations on how to compensate behaviors using metrics and language associated with customer success rather than sales. Upon completion of the program, team managers were given the Compass tools to continue on-the-job coaching and assessment, ensuring new skills weren’t lost and standards were maintained.
Equip the European sales team of a major logistics firm with the skills to generate net-new business by directly engaging in a competitive campaign to handle objections and win against one of its biggest competitors.
Strategy to Revenue developed high quality multimedia assets to engage the sales team, including videos conveying the excitement, urgency and importance felt by senior executives and key stakeholders about the competitive opportunity. Team activities drew attention to the value of the company’s strengths and how this significant competitor would try to retain the business. A range of interactive exercises, handouts and action-planning activities ensured lively participation in all markets, and sales leaders were provided with all the required materials to run the sessions with their teams in their local language. Sessions ended with action- planning against which each team member had to deliver back in the workplace.
Help DHL Express grow market share across its 220 countries and raise EBIT by 20% in two years
Strategy to Revenue audited the sales organization and suggested DHL Express support a true coaching culture to deliver sustained sales acceleration. In partnership with DHL we rolled out a global sales enablement curriculum in 13 languages for 6,000 sales staff, with manager-led coaching at its core. The game-like curriculum relied on sales managers and their team members working together to achieve their goals. Two-day workshops were run for Regional Sales Leads to ensure buy-in at the highest level. Train-the- facilitator sessions for the top DHL Express Sales Trainers ensured a consistent delivery of the Sales Manager Programme. Sales Manager diaries facilitated self-learning, self-assessment and access to coaching conversations with senior managers; all were supported by videos and a library of elearning modules.