More than 100 million users in 150 countries rely on Sophos as the best protection against complex threats and data loss. Sophos offers award-winning encryption, endpoint security, web, email, mobile and network security solutions backed by SophosLabs – a global network of threat intelligence centers.
Even with a strong market threshold, Sophos needed to improve the way it was selling its products. Sales reps were product-selling too often and not focusing on the value their solutions could bring potential customers. Sophos also noticed inconsistencies in the people it was bringing on board. Managers were pulled in many directions and needed a methodology to help. They also needed to improve their turnover rate and ramp-up time for new hires.
Command of the Talent® and Command of the Message® solutions helped drive consistency in both sales messaging and sales talent. Command of the Message® helped Sophos develop a toolkit with a messaging framework focused on value and differentiators. Command of the Talent® gave Sophos the tools it needed to improve its recruiting bench, ramp time and effectively manage talent. Force Management’s customized approach helped drive success across the organization.
After Sophos implemented its new sales initiatives, the results were immediate. Sales, marketing and product teams were consistently delivering the same sales language. When it came to their sales talent, Sophos saw a decrease in vacancies, increased productivity, faster up-time and ultimately greater revenue generation.