Sales Training Consultants
Performance Through People
SALES TRAINING - CASE STUDY 3
- Moving From Voice Minutes To Managed Services
This global voice carrier had been very successful at selling voice minutes around the whole globe. Their minutes were much cheaper than those of the national carriers since owning their very own global fibre network. Their selling pitch was easy - how much do you pay for your international calls now, we can do the same for half the price and the same quality.
Over time the voice minutes market was driven down so that it became a commodity, with smaller and ever smaller margins. The company decided to leverage their considerable customer base and move into high value managed voice and data services. But the existing sales force had little technical knowledge, and no knowledge of how businesses operated in a managed services environment.
We worked as part of a consortium of 3 independent companies, each bringing different skills to the table. In terms of the pre-workshop CD, our focus was to develop the business modules to bring the sales force up to speed on current business thinking and how technology was being used by business. This was carried through into the actual workshop, where we designed and ran the role plays taking the delegates through initial opportunity spotting meetings to presenting the business solution back to the customer.
This program was very successful, with managed services revenues increasing by 400% in the year following the workshops. Further advanced workshops followed focused at Director and senior management level, addressing issues like recruitment, forecasting and managing the pipeline. All these programs were rolled out to 500 people in Europe and 100+ in Asia Pacific.
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