Award-Winning Sales Rep and Sales Manager Training
Case Study
How Concentrix Improved Renewals Sales Performance
Industry: Customer Experience BPO Company Size: Global Enterprise
Concentrix is a Fortune 500® technology and services leader that designs, builds, and runs integrated human and AI solutions for complex organizations.
"They just get it!"
The reps that went through your training are my highest paid reps in the company; I’ve created a career path just for these folks. They’re like my Seal Team Six. They just get it
Melody W., VP, Sales Strategy & Operations at Sage
The Challenge
Lack of product knowledge and value selling skills was identified with their sales renewal partner.
Close and conversion rates were low for renewals, upgrades, & migrations.
Reps struggled with overcoming objections and competition and were “cherry picking” leads.
The Solution
After they recognized a lack of partner training as a root cause, they inquired about building product and sales training.
Factor 8 conducted a Needs Analysis and identified additional gaps in handling upset customers, sales process, and working with channel partners.
Factor 8 created 15 rep training modules, 3 manager training modules, and multiple training tools as a part of the solution.
Training was rolled out for Reps & Managers in 2 phases (level 1, level 2) over a 3-month timeframe.
The Results
57%
Increase in performance, 90 days post-training
110%+
Client exceeded goal within one quarter
Refined Process
Sales process shifted from renewals to cross-sell/up-sell
