BUILDING BUY-IN TO DRIVE SALES PRODUCTIVITY A large channel-focused organization had sales force challenges based on changes in market conditions and competitive strategies/actions. Their goals included: Transition sales force from a product to a solution orientation Move sales emphasis from a “farmer” orientation to a “hunter” orientation to impact new business opportunities Sell specific IT consolidation solutions to identified high-potential vertical markets Develop high-level sales skills to interact in a business orientation with “C”-level executives in complex sales situations Improve the sales organization’s ability to execute more effectively than the competition Assist the sales organization in leveraging resources and improving team selling efficiency CompeteNet partnered with the sales organization to create a custom SimSell™ program designed to impact the ability, willingness, and confidence needed to transition to a solution sales process. The program focused on how to implement new skills and behaviors faster and more consistently across the organization, and how to consistently move quicker than the competition. Response to the entire process exceeded expectations. There was an 85% involvement in all pre-work, Webinars, and distance learning activities leading up to the final workshop - a marked improvement from prior sales training efforts. The instructor-led workshop generated intensive excitement, involvement, and motivation. Skills and behaviors required to meet objectives were presented, discussed, and practiced in order to impact execution effectiveness. Sales management observed changes in sales behavior almost immediately after the workshop. Sales activities needed to conduct solution selling were quickly initiated across all sales teams.   Take an interactive tour to better understand how simulation learning can help you achieve your goals. Get information on CompeteNet events, news, and industry conferences around the world. Read the latest releases and press announcements about CompeteNet Want to find out more about CompeteNet solutions & offerings? Click above to contact a CompeteNet sales representative or request a demo to view our products & offerings for yourself

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