The Value of Certification
Susan Savona, VP of Global Sales Enablement at Monster delves into the value of certification, and the journey of increasing solution sales by 10%.
During the case study, Susan outlines the situation, challenges, ideas and actions, and results and explores these in depth:
- Pipeline and sales for 4 key software solutions was minimal and needed to increase by 10% in order to hit revenue goals for the organization.
- Sales leaders were providing minimal coaching on solutions and selling principles.
- Sales org was spending too much time creating presentations for customers.
- Ideas and actions:
- Work with product marketing to create slides library deck.
- Created certification program to support solutions sales.
- Over 500 views and downloads of the sales library deck.
- 10% increase in solution sales revenue.
- 20% increase in solution sales pipeline.
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