Enhancing Performance & Sales effectiveness
CASE STUDY
The Challenge
The TELUS B2B Sales Organization faced challenges with inconsistent performance, weak performance management, and a lack of clear career growth opportunities. The absence of training programs and standardized onboarding resulted in varied performance levels, affecting team efficiency and engagement.
Our Solution
Spearheaded development and launch of $4.8M national sales onboarding, training, and sales management program, integrating best practices from global organizations. The program established a comprehensive career progression roadmap, standardized onboarding, improved efficiency & engagement, and aligned incentives, resulting in enhanced performance, reduced attrition, and widespread adoption.
Key Actions & Deliverables
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Comprehensive Research: Studied leading global sales organizations to understand best practices in training and development programs.
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Roadmap Creation: Developed a comprehensive roadmap covering pre-hiring, interviewing, onboarding, and in-role expectations, providing clarity on training sales team members effectively.
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Career Growth Opportunities: Established a training and development roadmap offering clear career progression from junior sales roles to account manager and executive positions, each level serving as a prerequisite for handling more complex customer segments and solutions.
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Sales Management Program: Designed a sales management program for leaders to effectively coach and manage the performance of their teams.
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TELUS Sales Academy: Developed 10+ training programs as part of the TELUS Sales Academy, aligned with the training roadmap, guiding sales professionals through their career progression journey.
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Incentive Alignment: Aligned incentives and compensation with performance and progression through the TELUS Sales Academy programs.
