Briefed to introduce solution-based selling to Microsoft's Partner network of technical training providers, Carpe Diem created and delivered a tailored training program for execution Australia-wide.
The brief
Organisations in Microsoft’s Certified Partners for Learning Solutions (CPLS) network are authorised technical trainers in Microsoft technologies. Microsoft’s challenge is to facilitate timely sales training specific to new or upgraded Microsoft products, to enable the CPLS network to increase sales of their training courses.
With the upcoming Wave launchofMicrosoft’s NextGen Technologies,Microsoft wanted their CPLS Partners to sell solutions to address business issues, rather than simply sell training courses related to Microsoft products.
Experienced in providing their Essence of Selling Solutions sales training to other Microsoft Partners in the network, Carpe Diem was engaged to develop tailored training for the CPLS organisations and introduce solutions sales concepts and techniques to yet another division of the Australia-wide Partner network.
The solution
In close collaboration with Microsoft, Carpe Diem developed a one-day sales training program for CPLS Partners which provided structured interactive training is the essence of selling solutions, with focus and practical activities on the sales opportunities unique to the Wave launch.
Recognising that the CPLS sales teams are not technical trainers themselves, Carpe Diem developed the course to achieve the right combination of product-specific information and solution sales tools.
The outcome
The feedback Carpe Diem received from the CPLS Partners following course participation was extremely positive, with an overall satisfaction rating of 1.3 out of 4 (with 1 being the highest possible rating).
“Put simply, I was very, very impressed with the day as a whole. To take all of my sales team off the floor for 1 hour is sometimes difficult for me to do, but to commit them for a full day (together) I must admit I have rarely ever done. But every minute was extremely valuable...”
The unusual 100 percent participation rate from the CPLS partners for the course clearly demonstrated the desire to have specific training among the CPLS network. The success of the course has prompted Microsoft to consider a roll-out of the next series of CPLS training later in the year.
