Our Client: A Global IT Giant

A global IT giant sought to empower its extensive network of Retail Sales Promoters (RSPs) to effectively advocate for and sell its software products. Denave was engaged to design and deliver a comprehensive training program focused on building product knowledge, solution selling skills, and brand advocacy. The company faced challenges in upskilling its large partner base due to limited resources and varying levels of product knowledge among RSPs. Additionally, a deficiency in selling skills was impacting market share and hindering sales growth. Denave implemented a scalable and impactful remote training program leveraging a blended learning approach. This included remote trainers, web-based reinforcement interventions, telephonic training via a dedicated learning center, and comprehensive peer evaluations. This case study showcases Denave's expertise in designing and delivering impactful sales training programs that empower large-scale partner networks, drive product advocacy, and ultimately contribute to significant sales growth.

Impact Generated

Sales Confidence

Sales Confidence: 94% of sales personnel reported increased confidence and ability to sell more units.

Program Reach

Achieved 1,400 new registrations and 7,200 completed training courses.

Sales Growth

Drove a 72% growth in COA registrations across three quarters.

Brand Advocacy

Enabled 1,600+ RSPs across 7 cities to effectively advocate for and sell the brand's products.

Campaign Objective

Objective

Training Programs

Build advocacy and positive mindshare among RSPs for selling brand-exclusive products.

Objective

Solution Selling

Equip RSPs with the knowledge and confidence to effectively pitch products and meet customer needs.

Objective

Sales Growth

Drive incremental sales of the brand's software products.

Challenges

A large partner base with limited resources and varying levels of product knowledge.

Deficiency in selling skills among RSPs and other staff, impacting market share.

Execution Methodology

Remote Training

Launched a remote training program with 12 remote trainers and a team leader, utilizing web-based reinforcement interventions.

Telephonic Training

Deployed a dedicated learning center (DLC) for training on product USPs, competitive advantages, soft skills, and sales techniques. Learn More

Peer Evaluations

Peer Evaluations: Conducted pre- and post-assessments and certification through the DLC.

Training Tools

Leveraged pocket guides, ready reckoners, flash cards, presentations, scripts, and videos for comprehensive training delivery.

Program Reach

Progrm Reach
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ServicesOffered

Sales Training

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