Advantage Performance Group - When Your Salespeople Need an Insider's Perspective

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	TEAM & INDIVIDUAL:
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Database Systems Manufacturer
When Your Salespeople Need an Insider's Perspective on What's Keeping Customers Awake at Night


	enabled sales team to sell solutions, not just technology created a initiative so successful that it was identified as one of the year’s “key success factors”

Business Issue
This leading database systems manufacturer wanted to transition from a technical to a business solutions sales strategy. That required teaching the sales force how to "sell into the enterprise" by penetrating buying centers outside the traditional MIS organization. Training needed to be customized to the company's selling model, market, and business environment. It also needed to be highly credible for a sophisticated audience.

Process
The Advantage solution was SalesTEAM, a high-energy, high-competition sales simulation from The Real Learning Company. SalesTEAM gave the sales force a way to safely practice calling on senior, non-technical decision makers. Teams comprised of more than 600 North American and 150 European sales managers and staff competed for sales in a "virtual" market environment. They practiced calling on new kinds of decision makers, employing the company's own selling models and practices.

The teams discovered who outside the MIS organization had information needed to put deals together, and how working effectively with partners could support effective selling. SalesTEAM also reinforced basic selling rules. The Senior Sales Training Program Manager remembers, "One major discovery was, 'Oops, I shouldn't call on the CEO first!' The training was very well received. The energy in the room was unbelievable."

Result

Sales force is now able to sell solutions, not just technology
One of the year's "key success factors"

SalesTEAM successfully kicked off an organization-wide Enterprise Selling Series initiative. It has also been incorporated into the company's formal new hire curriculum. Shortly after the training, managers asked for another simulation scenario which will comprise a new module of the Enterprise Selling Series.

At a recent meeting of senior North American sales managers, SalesTEAM was identified as one of the year's key success factors. The Senior Sales Training Program Manager explains, "We're turning the aircraft slowly, developing a business selling mindset one program at a time. Simulations like SalesTEAM are especially effective because they are a great way to work on the mindset. The results have been excellent. SalesTEAM is a great part of our tool kit."

SalesTEAM maximizes team-based major account selling.