Sales organizations think of a Champion as an advocate in the customer organization who can influence the economic buyer. But what about having a champion to help sway opinion around your sales initiative?
Here Scannella describes how reps achieved success through Opportunity Coaching and became internal champions for buying into the new enablement model.
With teams of highly experienced sellers, Skillsoft's initiative was less about teaching selling skills, and more about breaking down the specific behaviors that helped drive the desirable outcomes.
Using coaching sessions to strategize and pinpoint the specific behaviors that progressed deal was the focus. As teams achieved success, word of mouth helped achieve global buy-in on the new approach.
In this video clip, Scannella describes how he frames the working relationship within Opportunity Coaching sessions.
Working with AEs and RVPs as a collaborator and support system, instead of their manager, is one of the ingredients that has helped Skillsoft experience success with the MEDDICC qualification approach and coaching sessions.
The results don't lie: increased average deal size, shortened sales cycles, improved accuracy in forecasting, and higher employee satisfaction scores at Skillsoft.
Here Scannella describes the spirited new dynamic felt by teams around the globe as they experience success and growth from the organization's new approach.