Studies
Redefining Sales Management at a Leading Cloud Services Provider
To accomplish these goals, BTS worked with a third party enablement firm to develop a two-day interactive experience for 75 Regional Sales Managers, Sales Directors, Area Vice Presidents and Sales Vice Presidents. At the core of the experience was a customized computer-based simulation that was designed to mimic team, individual and deal coaching decisions that leaders face in the field. Additionally, it forced participants to choose between being a leader of the business, a manager in the business or a super seller based on how they coached their teams. The solution provided a business-centric and practical approach to sales change management, drawing content and tools from the company’s business and packaging it in an easy-to-consume format.