Curriculum for New Business Strategy | Curriculum Design Plan

Adopting/Implementing a New Business Strategy

Need	A networking equipment and consulting services client had downsized and moved to a pure channel sales model and needed to assess current curriculum.
Solution	A set of recommendations for each target population (including proposed curriculum) and recommendations for: A training & development infrastructure Sales and Field Operations changes Coordination with other support organizations (Marketing, Engineering, etc.)
Success Factors	Key success factors were: Recognizing and convincing the client of the need for an expanded scope beyond the initially specified scope of the assessment (“recommend a solution selling model”) Identifying and integrating multiple competencies required for high performance (partner management, strategic account planning, solution selling) rather than focusing on only one area (solution selling) Gathering and validating the organizational obstacles to high performance expressed by field personnel (for example, difficulty of tracking revenue generated through the channel) Identifying attitudes and values (not just knowledge and skills) of high performers Obtaining consensus and buy in from all levels of the organization
Result	The customer achieved these results: Executives reinstated a “sales training” organization that had been almost completely gutted during the downsizing Morale of field personnel improved as they realized that headquarters was developing a coordinated support plan Headquarters moved immediately to implement key recommendations