| Need |
A software development company adopting a solutions sales strategy required training and reference information for their sales representatives on the various product solution scenarios. |
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| Solution |
D+A created a print-based Call Guide and Sales Guide for each of the organization’s solution offerings, as well as accompanying instructor-led workshops covering these offerings and the use of the Guides. The workshops included role-play activities to strengthen the sales call process. |
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| Success Factors |
Key success factors were:
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Full-color Call Guide and Sales Guide organized to reflect the sales cycle process, providing a valuable resource for quick access to solution offering information and sales process/strategies |
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Role play activities incorporated into the workshops allowing sales reps to practice sales calls using real-world solution scenarios |
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Delivering with aggressive timeframe |
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| Result |
The customer achieved these results:
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Consistency in the way the solution offerings are presented |
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Greater effectiveness and efficiency conducting sales calls |
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Individuals using the Call Guide and the Sales Guide reported that they were more effective in the sales call process for these solution offerings |
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