Client Profile: Large Software Company

• Over 90,000 employees worldwide
• Rapidly expanding workforce (7,000+ new employees each year for last 5 years)
• Develops, markets and sells software to facilitate online advertising

Intrepid Services Delivered: Learning Strategy; Analysis; Design & Development; Training Delivery

The Challenge: 

• To increase global sales effectiveness via deployment of a consistent 9-step sales process
• To improve sales efficiency
• To train 500 employees in 15+ countries to adopt a uniform sales process
• To increase retention of sales and sales support staff

Intrepid Solution:

• Developed a web-enabled training guide on the nine-step sales process
• Mapped web-enabled training guide content to job performance expectations
• Systematically rolled out training guide in 15 different languages in just 16 months
• Built and delivered custom instructor-led training concurrent with web-enabled training

Client Benefits:

• Set clear expectations for sales teams for what they need to do and when
• Identified and addressed weaknesses and bottlenecks in the sales process
• Established a common “sales-language” to facilitate global collaboration among teams
• Eased frustrations among sales people and sales support staff
• Eliminated costs and waste associated with printing 1000s of pages of policy and procedure guides