Challenge
- Identify the key areas of focus for training the sales team, and design relevant content around it.
- Control training costs
Solution
- Conduct Training Needs Analysis (TNA)
- Create competency tests to measure potential gaps found in the sales team
- Provide online testing tool, Profile Sense
- Provide real-time analytics and assessment reports
Approach
- Work with line managers to identify potential gaps existing in the team
- Design competency tests based on scenarios affecting sales
- Assess 450 people in the sales team
- Identify areas of weakness using online analytics and test reports
- Design training program to develop areas of weaknesses identified through TNA
- Train only those sales people who scored low
Outcome
- Through the TNA, the telecom company was able to design a focused training program on product positioning and delivering the right pitch
- Reduced the training cost by 45 per cent
- An estimated increase of 7-10 per cent was seen in sales team’s productivity, post training
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