Technology Sales Training

Boosting Performance through Customized Enablement Strategies

When a tech giant needed to supercharge their sales team, iNStep stepped in with a web-based training program that got everyone - from fresh faces to seasoned pros - on the same page with new tools and processes. Our "Learn It, Show It, Try It" approach turned complex sales tools into second nature for the entire team.

Roles:

Sales Enablement Strategy, Instructional Design, Copywriting, Sales Process Optimization, Performance Support Tools, New Hire Orientation

Challenges

A global technology leader's Smart Infrastructure division needed to align their sales team with new standards for exceptional customer experiences. This alignment was crucial across all roles - new hires, veteran sellers, executives, managers, and support staff.

A major hurdle was training the entire sales organization on new, advanced sales and communication tools designed to capture client details and facilitate collaboration across teams and with customers. Everyone needed to understand and utilize these tools central to the streamlined sales process.

The training had to cater to a diverse audience - from brand new team members to seasoned pros - ensuring all grasped the nuances of the new tools and updated processes.

Solutions

Leveraging our expertise in collaborative learning solutions, iNStep and development partner, Illumen Group, created a web-based training program addressing these complex needs. Using Storyline 360, the training served dual purposes - onboarding new hires while comprehensively updating existing staff.

iNStep designed the instruction using a "Learn It, Show It, Try It" pattern. We developed software simulations to demonstrate how the sales tools captured critical client details and designed scenario-based activities to allow learners to apply this knowledge, reinforcing the proper utilization of tools for enhanced customer engagement.

This strategic approach, pairing new skills with relevant use cases, unified the sales organization through collaborative mastery of advanced sales tools and processes.

Outcomes

iNStep's sales enablement program transformed the client's operational workflow. It streamlined the sales process while enhancing tool mastery across roles, resulting in smoother sales-to-operations handoffs. Managers reported a deeper understanding of client needs through improved documentation and collaboration.

The program's success led to an expanded partnership for developing operations training, beginning with the sales-to-ops handover process - a testament to iNStep's ability to drive organizational improvements through innovative learning solutions.

Key Takeaway

This case study showcases iNStep's expertise in crafting learning strategies that tackle complex business challenges. By focusing on the collaborative aspects of the client's sales ecosystem, iNStep delivered a unified program that onboarded new hires while aligning the entire organization - improving efficiency, customer experience, and business performance.