To help salespeople identify the customers and opportunities that would bring longterm business impact, APG developed a fully custom, competitive, two-day simulation that mimics the real-world environment in which the company’s sales reps do business every day.

In five rounds of learning, sales reps analyze dynamic information from a variety of sources; navigate challenges; prioritize opportunities; and present their resource plan, account and distributor strategy, and response to challenges to their managers for feedback and scoring.

To support the program, the APG team developed a sophisticated tool, called the Prioritizer, that assesses opportunities on customer fit and business impact, providing objective guidance that sales reps can consider as they prioritize future opportunities.