Qualification of new sales staff with Seller Academy

Starting position

A leading provider of business intelligence solutions with its parent company in the United States is struggling with its difficult personnel situation as suitable candidates for the Senior Account Management are not available. Major recruitment activities do not lead to meet the necessary staff requirements.

Goals

  • A training concept is to be created for a one-year training as account Manager
  • In spite of difficult labor market conditions the staff for sales are backed with highly qualified senior account managers

What we did

  • The existing tools and methods were analyzed in detail as well as the planned training in addition to the original sales training.
  • It was a precisely adjusted, education concept created with clearly defined interfaces between internal and external training.
  • Training based on the SPOT-Method® enabled targeted learning impulses and concentric learning loops.
  • During and between the training modules were continuous feedback loops established a Best-Can-Do approach with various experts for each topic made sure of the quality of the training

Result

  • The pilot group with nine participants and three consultants in about 20 project days was successfully completed. More groups will follow.
  • The pilot group with nine participants and three consultants in about 20 project days was successfully completed. More groups will follow.
  • All participants had the abilities required at the end of training.
  • 90% of participants were taken over each participant was immediately fully valid to be used in practice in the later assigned teams. 
  • The new training concept with clearly defined content interfaces, is now generally used for recruiting new Account Managers
  • Through the integration of an Account Manager in the training the practical relevance was very high.