Network intelligence software company drives multiple learning paths with data-driven sales readiness.
Challenges
- Rapidly growing sales team mandated faster, more efficient onboarding
- Limited resources to support enablement initiatives
- Technical product lines and various learning styles required a range of training options
- No learning management system or enablement tool in place
Solution
- Structured and accelerated enablement programs powered by a data-driven readiness platform
- New sales operating model with designated monthly learning time
- “Mastery of the Message” campaign with video role-play scenarios and a Best Pitches library
- Developed certification program for reseller partner channel and customers
- Centralized enablement content repository
Impact
- Built different learning paths to accommodate various learners and facilitate enablement
- Identified qualifications and attributes to predict new reps’ potential and fit
- Ability to correlate training with reps’ results in the field
- Increased visibility and collaboration among sales leaders and reps
