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Overview
One of our largest clients, Facebook, was aware of the value of training. Since 2014, we trained thousands of their team members across the globe.
After bringing us in for several successful Communication Skills trainings, in 2017, they approached us looking for an innovative and effective way to better train hundreds of their sales employees. Over the course of their Q3 sales cycle, we worked hand-in-hand with the organization’s managers to develop a tailored sales training with real results.
The Challenges
Previous training programs suffered from framework overload
Managers lamented that “multiple complex frameworks had not stuck" and trainings were "not sufficiently tailored to a unique culture and goals around customer-first, enterprise selling.” They needed a training that was easy to follow, memorable, and complementary to a culture of customer-first engagement.
Needed quality and consistency in all customer interactions, despite sales offices worldwide, and employees at all career and skill levels
Delivery of existing sales programs varied across regions, creating inconsistency in skill levels, application, and program adoption.
The existing sales program didn’t incorporate sufficient engagement and interaction
It was too framework-focused, causing skill development and clear takeaways to get lost in the complexity.
The Solution
Customizable architecture is baked into our DNA
We collaborated directly with sales leads and managers to implement a customized Sales Catalyst training. We shifted away from their existing, complex sales frameworks and prioritized the specific sales skills that were most important to their team. We aligned skills to their organization’s engagement model for a consistent, unified approach that can be implemented globally.
Collaborative experience from beginning to end
We approached the process as a long-term partner, making sure training aligns with their needs, culture, and vision. Over the course of one quarter, we hosted 13 training sessions across six offices around the world (from Austin to Singapore to Dublin)! We started with a focus on Sales Managers so they could serve as internal coaches going forward, and developed a solution that worked for varying levels of career and sales experience.
Continuous improvement in execution
Incorporating learnings and feedback from each session into future trainings, the process was continuously improved as it was rolled out
The Outcomes
1
Global Sales Teams Trained
1
%
of participants would recommend training to others
1
%
of participants said the course helped them improve their desired skill(s)