Opportunities abound for organizations who can branch out into new, overseas markets. Without the right Sales Readiness solution, however, it’s difficult for a geographically dispersed sales team to stay connected, engaged, and successful. SevOne’s initial attempt at creating a sales enablement strategy proved this to be true.
Initially, the SevOne product marketing team hosted long WebEx calls to keep the worldwide team abreast of industry changes and company positioning. For those that couldn’t make the calls, recordings were loaded onto SevOne’s portal system. Unfortunately, marketing had no way of tracking whether those who missed the call actually listened to it, or what type of content actually ended up being consumed. To make matters more complex, accessing the content proved to be a clunky endeavor.
Without a concrete way to measure engagement, test retention, or receive feedback on their sales enablement programs, SevOne finally turned to Mindtickle. After a triumphant initial rollout to one of the company’s sales regions, the cloud-based, secure Sales Readiness platform was introduced to the entire sales organization at SevOne’s 2018 sales kick-off (SKO). Each sales rep gained entry to the SKO by showing that they had downloaded the Mindtickle app, and they were required to pass a key messaging certification before leaving. In this way, SevOne drove awareness and adoption of the platform that extended company-wide.
With Mindtickle deployed and actively used across the sales organization, SevOne could finally forgo the hour-long WebEx calls in favor of shorter, bite-sized videos followed by quizzes and content ratings. Since the videos are available on-demand and are easily accessible through the app, sales reps can view and re-watch them at their convenience. SevOne has even created a game in which points are given to the sales rep and team that views the most content through Mindtickle. This friendly competition drives an even higher usage rate with the platform.
Today, Mindtickle helps SevOne generate weekly, data-driven reports to measure the performance and scores of each sales rep. Additionally, SevOne leadership can easily spot trends in individual performance and identify areas of improvement.
Alex Studd, SevOne’s product marketing manager, said, “It’s obvious to me just talking with sales reps that they’re more knowledgeable than a year ago, and that’s largely thanks to Mindtickle.” As SevOne wraps up its first year using Mindtickle, the company can quantify that claim with the platform’s built-in analytics.
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