How do you achieve buy-in from hybrid teams on different continents?
This was a primary question for leaders at Skillsoft, an EdTech Firm committed to global sales transformation. Skillsoft partnered with Force Management on a multi-year engagement crafted around installing a structured sales motion for teams worldwide to adopt and use in driving revenue. Together, the organizations designed a phased rollout of MEDDICC and Command of the Sale®.
The Path to Change
Phase one was working with Force Management in adopting the MEDDICC qualification approach to keep pipelines filled and moving. Jeff Scannella, Global Director of Sales Coaching Enablement, describes taking a militant approach to qualification. “It was thinking about skill development alongside deal progression and understanding all the components of MEDDICC from a level that is very actionable,” Scannella says. “I’m pleased to say we have seen that shift of performance in pipeline improvement.”
Phase two for Skillsoft was adopting Command of the Sale. “We’re aiming for ways that we can become more customer-centric and value-driven in our sales approach,” he describes. Leaders chose to make the Opportunity Coaching sessions optional, with confidence that team members committed to their craft would seek out the sessions once their value became evident and known. Making it voluntary was a pivotal component to driving a change in behavior worldwide. Scannella’s team used the success of early adopters to encourage further buy-in.
Jeff Scannella is now certified by Force Management’s Train the Trainer program, taking over the sales training and conducting six to eight coaching sessions every week. The number of customer-facing teams opting in for Opportunity Coaching sessions has doubled every quarter since the program’s inception.
Outcomes
- Increased average deal size on net new
- Improved forecasting accuracy
- Higher employee satisfaction score
Focusing first on behavior change was the lynchpin to the success of Skillsoft’s enablement program. There were several key components that went into demonstrating the value of the program to their salespeople and drove the behaviors that improved sales performance.
The Force Management team talked with Scanella about his experience with the program, methodology, and results he’s seen within his sales organization.
Watch the video of our full interview with Jeff here.
Check out some of the highlights of our conversation in the short video clips below:
