Challenge: The company’s growth strategy depended on selling more solutions which includes services. In order to realize that objective NCR’s Worldwide Services sales teams needed to sharpen their skills of selling value and service offers.
Solution: Created a blended learning strategy for service offers which included web-based training, interactive webinars, and classroom training. The training integrated and reinforces the marketing strategy, articulated offer value, showcased the importance of sales tools and strategically focused on competitive positioning.
Salespeople were better prepared to provide solutions to address their customer business challenges. There was a notable increase in proposals, average dollar value of proposals and revenue attainment.