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