Investment Management Firm Structures Sales Enablement to Raise Sales Standards

Challenges

  • No central location to find and access content
  • Disorganized communication; compliance updates and other information lost in the email deluge
  • Lack of coaching structure and training cadence; no way to measure coaching effectiveness
  • Inability to track sales professionals’ readiness

Solution

  • Centralized storage of content for onboarding new hires and policies, procedures for client services team
  • Modules to track receipt and acknowledgment of updated procedures and regulations
  • Gamified content to engage sales team
  • Quizzes to measure sales professionals’ understanding of techniques, concepts
  • Virtual role-play “Missions” that allow sales professionals to practice their skills in a controlled environment and determine pitch readiness
  • Remote learning-enabled with MindTickle’s mobile app

Impact

  • Increases sales professionals’ engagement and skills development
  • Improves insight into sales skill gaps and assigns remediation
  • Reduced time loss and frustration from searching across the organization for content
  • Provides tracking system for ensuring compliance updates are received and understood
  • Reduces the number of incoming questions from sales about products