In this session, we will learn how SMEs, L&D, and learning technology came together to improve salesforce effectiveness. Sales Force Effectiveness takes process, people and systems into consideration for a fully empowered and powerful sales force.
ConvaTec sales force found they were consistently missing their goals and business was suffering. We did not have a clear go to market strategy in any areas of sales effectiveness such as targets, selling process, new product launches, competencies for sales, leadership accountability, and we needed to create an entire ecosystem for sales.
Underpinning all of this was a lack of strategic training approach to be able to build sales capabilities, product knowledge and CRM systems knowledge. There was also a lack of accountability for line managers to hold their sales teams accountable for their goals.
L&D worked with SFE SMEs to understand the revised process and systems strategy for Sales force effectiveness. We revised the entire curriculum, creating a learning journey over time, rather than just one time learning, and used learning technologies such as virtual coaching, gamification and self-directed learning to reinforce and apply learning on the job.