Enabling DatacenterDynamics to train their global sales force

Customer

DatacenterDynamics is a full service B2B information provider at the core of which is a unique series of events tailored specifically to deliver enhanced knowledge and networking opportunities to professionals that design, build and operate data centres.

Challenge

With a disparate sales force spread out across the globe, DatacenterDynamics were faced with the challenge of being able to roll out a standardised company wide "Sales Academy" training programme to its salespeople.

With staff working in different time zones and with varying levels of experience of skill, DatacenterDynamics sought a technology solution which would enable all staff to access the same training content but to be individually assessed in terms of their sales competency.

Solution

saleslearn.com's Sales Simulation was chosen as the preferred solution with its practical Institute of Sales & Marketing Management (ISMM) sales training content delivered in the context of a lifelike sale environment.

Steve Foley, Director Global Sales at DatacenterDynamics, explained the reason for selecting saleslearn.com as its sales training partner:

"We needed a tool that would help us diagnose the skill level of our global sales force and support an ongoing programme of training and in-house coaching.

"Having researched the market we found the saleslearn.com Sales Simulation was the only product that could both diagnose and teach our salespeople and this has provided us with real benefit in terms of reduced downtime and overall staff take up."

Having successfully piloted the use of the Sales Simulation within a small team in the UK, DatacenterDynamics, working in partnership with saleslearn.com, skilled up a team of in-house "sales coaches" to support the company wide roll-out of the product across the organisation.

Benefits to DatacenterDynamics

DatacenterDynamics has now established a comprehensive sales training programme for its global sales force built around the saleslearn.com.

Following their initial use of the product, salespeople have an opportunity to discuss their results with their internal coach - who uses the saleslearn.com "Insights Dashboard" to provide targeted support and guidance based on their unique requirements.

The Sales Simulation also acts as an ongoing reference tool for salespeople to refer back to either via their desktop browsers or mobile devices, ensuring that the learning content is retained and embedded within the organisation.

In total, 38 salespeople have been trained to date with the training programme contributing to a 25% increases in sales revenue and the lowest ever sales staff attrition rate.

Datacenter Dynamics

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