案例研究:赛门铁克

让销售代表在同一页和提高结果

赛门铁克-LOGO
What's different about Sandler and what really gets me excited about bringing it to our sales organization is that it is truly transformational.
Michelle Reynaud,赛门铁克全球系统和流程副总裁

这个故事

乐博体育app下载的客户, 赛门铁克, shared what it takes to get over a thousand sales reps in a multinational corporation on the same page to improve results.

从米歇尔雷纳德, 副总裁全球系统和流程, 赛门铁克——全球企业安全乐博网页版首页:

在赛门铁克,乐博体育app下载从事网络安全. With 1600 sales team members across the entire globe, we’re in every country out there. We work with JPMorgan Chase, Wells Fargo, 3M--all the Fortune 500 companies.

作为负责乐博体育app下载所有销售工具的人, 我每个月都查看管道和管道的转换情况. About two years ago, we noticed a significant amount of what I would call fluff in the pipeline. We also noticed that there were some deals that were hanging out there for very long periods of time.

乐博体育app下载希望透明度. 乐博体育app下载想要问责. 乐博体育app下载想要可预见性. 首席执行官想知道乐博体育app下载每季度的业绩, 和我的老板, 销售高级副总裁, 想告诉我他到底要送什么. They wanted to make sure the pipeline was truly transparent all the way from a sales rep up to the most senior leader in the company.

On top of that our sales reps were challenged with being able to articulate the entire message of what our platform could do. The CEO wanted to be able to equip the sales team with messaging so that they could say what they needed to say about the platform.

也没有共同的语言. People had differing definitions of our process-- everything from qualified to commit. 世界各地的人们没有办法联系在一起. 最重要的是解决销售语言问题, there’s an added layer of complexity when you consider that though our primary language was English, 有当地语言的要求, 太.

So how were we going to steer this huge oil tanker in a better direction?

乐博体育app下载已经有了一个强大的销售流程, but we needed somebody to come in and start to create that common business language.  We needed to harmonize the process worldwide in a way that the sales leaders really bought into. 于是高级副总裁对销售领导说, 我想让你们决定乐博体育app下载要采用的方法.

乐博体育app下载挑选了四种最畅销的方法, then the sales leaders for each of the regions came together and chose Sandler. 我做销售很长时间了. I've done literally every sales training you can possibly imagine. Some of the sales trainings I've done are Miller Heiman and what used to be called Target Counseling. What's different about Sandler and what really gets me excited about bringing it to our sales organization is that it is truly transformational.

So, 我对乐博网页版首页的第一印象是, “Do they really understand our corporate business and our corporate clients?然后我被介绍给乐博体育app下载的客户经理, 他在我思考之前就知道我在想什么. One of the things that was a wow moment for me was I kept asking, “Do you have this language? 你懂那种语言吗?“是的,每次. They’ve already translated their data and require a trainer who speaks the local language and understands the tenets of what they're rolling out. It’s truly a global company--they know what they’re doing because they have those resources in-country. The methodology exists with the same tenets, but personalized to different regions of the world.

What I also really like about the Sandler enterprise selling program is it actually has like 65 太ls. 乐博体育app下载出发的时候只有两个, so we were able to pick and choose the ones we wanted to draw in according to what we needed as a company because Sandler has thought about all the different behaviors that corporations might need.

Then what’s great about the Sandler methodology is they had additional solutions they could offer to us that would literally weave the messaging into Salesforce in a seamless way. 和真正的, we could have had any CRM system that would allow us to share information where the customer was when they needed it.

那么乐博体育app下载是如何在全球培训1600名员工的呢? 乐博体育app下载做的第一件事就是在这个国家派驻大使. We didn't just train our sales enablement professionals; we trained some sales ops professionals and some senior sales leaders, so that we had people who could be champions of this methodology across the globe. 通过包含不同的功能, we were able to approach it from various perspectives and actually take best practices from each one to create a program that was truly well rounded.

之后,乐博体育app下载看到更少的交易溜走. We saw real things come through that were expected, and we were able to be predictable. 之前, we would have about 12% push out--and the 12% in terms of deals could be anywhere from 30 to 35% of actual revenue. 我要告诉你们的是, there was a significant shift in the monetary change in the pipeline, 并且在季度末结束时发生了重大转变.

My aha moment was when I went to look at the pipeline--it went from huge to a lot skinnier. 我接到销售主管的恐慌性电话. 人们已经习惯了看着松软的管道,  当管道真正开始清洁的时候, it makes people nervous because they're used to seeing the big pipeline. But fluff is just something that keeps people feeling good, and it's not about feeling good. It's about really making a difference for the company you work for.

What I also really like about the Sandler enterprise selling program is it actually has like 65 太ls...Sandler has thought about all the different behaviors that corporations might need.

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