$500 Million IT Staffing Firm Takes Sales Training, Onboarding 100% Virtual, Reduces Employee Turnover, Increases Team Quota Attainment, GP Per Rep

 

 

About 

With over 50 years experience and annual revenues exceeding $500 million, this provider of international professional services headquartered in Wayne, PA, possess deep expertise in providing consulting, learning, staffing and search and offshore solutions. They operate across the United States, Canada, and India from over 30 locations and focus on helping people and companies solve complex business problems with speed and certainty, through intelligent technology, domain-specific experts and customized client delivery processes. They serve 50 of the Fortune 100.

Growth Objectives and Vision for Success

  • Reduce sales turnover; 50% churn with reps between 9 and 16 months on the job costing millions of dollars
  • Change selling behavior of reps from commodity and price based selling to value based solution selling
  • Unify all sellers under a common sales methodology
  • Accelerate new hire time to quota attainment (help reduce sales turnover)
  • Increase overall team quota attainment and GP per rep
  • Evolve from the established instructor-led training programs by adopting sales enablement software that can deliver a more engaging learning experience

The Menemsha Group Solution

  • Roll out a new selling system to align teams with buyer journey (IT buyers), sales process and and proven IT staffing sales methodology
  • Train sales teams (tenured reps and new hires) on buyer personas, buyer journey, how to “sell with insights” 
  • Certify team members can execute value messaging across each stage of the sales process with AI-powered video coaching
  • Personalized coaching to reinforce skill and knowledge adoption at scale
  • Provide  continuous improvement and knowledge sharing with adaptive, AI-powered reinforcement system
  • Enroll team members in missions to certify salespeople are “conversation ready” and drive predictable performance
  • Enable salespeople to practice email, text and social media messaging via missions to improve response rates
  • Menemsha Group led program management services, hosting live, instructor-led coach calls to reinforce the methodology and drive learner adoption and "coach the coaches"

Results

  • Universal accolades from the field
  • Leadership buy-in and engagement
  • 100% of all trained reps meeting or exceeding quota
  • 82% of reps (participants) doubled their weekly GP
  • 74 days: Payback period from date of training completion