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Client
Description: DecisionOne is one of the top nationwide providers of
Information Technology support in the United States. With services ranging
from Mainframe break-fix support, to call center management, to complete
network outsourcing, DecisionOne needed salespeople who could convey
complex solutions to unique needs in the Northern California region and
improve new hire success.
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Challenge:
DecisionOne already utilized a Western Region training program for new
recruits. However, the local Director of Sales for Northern California
recognized that almost all new sales people still couldn't quickly
determine what actually WORKED in successfully selling services to
local clients.
This problem often
meant that new recruits were not effective in meeting quota objectives for
their first six months of employment -- a serious problem -- and led the
Director of Sales to contact AspireNow to utilize Scott's inside knowledge
of how to sell conceptual solutions in complex environments.
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Solution:
Scott Andrews, principal trainer with AspireNow, developed a custom
training program for the sales team at DecisionOne.
His
training course gave a hands-on approach on (a) how to plan and structure
a team to deliver enterprise selling solutions, (b) building a strategy
for each account, (c) successful prospecting methods for each strategy,
(e) presenting the solution to win, and (e) implementation: the key to all
successful engagements (a component often overlooked in the IT
environment).
As
a result of implementing Mr. Andrews' training, DecisionOne's Northern
California region accomplished a 30% increase in sales volume; and even
more importantly, every single new recruit was attaining quota within
three months of hire. Each of the new recruits over-achieved quota in
their first year: a record for the region.
The
information Scott developed for this training is now part of the core of
our "Concepts of Selling Intangible Solutions" program offered
through AspireNow.
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