Fuel Revenue Growth
Uncover opportunities for growth across the sales organization – talent, tech, methodology, and structure.
Uncover opportunities for growth across the sales organization – talent, tech, methodology, and structure.
Establish awareness, competency, and mastery in key sales leadership behaviors appropriate to your sales managers.
Map a disciplined sales leadership cadence to foster greater sales effectiveness and team accountability.
Equip sales managers with practical tools and job-aids to drive sales success every day.
HPE has rolled out many new processes, programs, enablement tools, and systems to increase sales productivity. Unfortunately, sales productivity across the team of more than 10,000 sales reps had continued to decline. A new approach was needed.
In response, the company put a major new emphasis on front-line sales management. This included leveraging this role to train and activate the new rep processes, programs, tools, and systems.
An anchor of this model was a focus on coaching behavioral indicators vs. just lagging or leading indicators. This required new skills and strategies for the field management team.
Brevet supported the global deployment of a new front-line sales leader development program. The program trained core behavioral areas across skills coaching, opportunity management methodology, pipeline building, and sales talent management. Live workshops were conducted across four continents involving more than 1500 sales leaders.
Following program rollout, the company saw critical improvements in win rates, average sales price, sales cycle length, and turnover, with overall sales productivity and revenue increasing.
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