Multinational Retailer: Increasing Sales Revenue
A multinational retailer grew sales revenue $360M in its mid-market segment by moving proprietary sales training onto the CorpU platform. Reps learning on the CorpU platform improved sales win rates by 13.54%, and CorpU has become indispensable to meeting sales objectives.
Case Study Results
$360M Revenue Improvement
annually from reps who completed a program on the CorpU platform
13.54 Win Rate Increase
by sales teams developed on CorpU
$15M Generated
through crowd-sourced Idea Tournament
Project Goal
The CEO of this multinational retailer wanted to move quickly on initiatives to grow the business and generate ideas to achieve profitability goals. Among many key talent development initiatives was one to improve team selling and capture a larger share of mid-market customers.
Objectives
The Director of Learning and Development pursued several objectives to drive a culture change in the sales organization:
- Shift the sales team’s perspective on learning to see it as an expectation and part of the job, and not as an extra activity beyond their job
- Enable sales team members to learn from one another and through collaboration, to discover and share best practices
- Engage senior sales executives to support development by participating in discussions, sharing their experiences in virtual presentations, and holding teams accountable to complete learning programs
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