Sellers that completed the Social Selling Mastery certification, within 6 months – won 38% more revenue, and created 55% more sales pipeline.

#ca-technologies

About CA Technologies

CA Technologies is a pioneer and leader in the applications economy. They provide solutions to 1,000’s of companies seeking to digitally transform their IT infrastructure, from analytics, AIOps, API’s, Cloud, DevOps, Security, and more. Sales for Life has been engaged with CA Technologies for 5 years at a global level. CA is an example of commitment from sales leaders, marketing leaders and sales enablement/operations to evolve their digital sales skills in an effort to drive incremental sales pipeline. Our global engagement together evolved into the most versatile and scalable solution – IP site licensing and train-the-trainer models for their +3,000 sales professionals.

Target Audience

The sales team has both a direct and in-direct model. The direct team sells into the IT function, with cross-collaborating with business unit leaders. The in-direct team is acquiring channel partnerships with IT services partners around the globe.

Why Focus on Digital Selling?

  • Sales leadership saw the emergence of digital/social selling in 2014. They wanted to be first to provide value to the IT market. They recognized that the IT buyer was changing, and they needed to be early adopters to evolving their sales professionals before their competition. Sales leadership partnered with L&D to fund a global site license upfront, capable of increasing the skills and capabilities of 1,000’s of sales professionals immediately. Sales leadership wanted to make the largest impact possible in 2015 and beyond.
  • L&D focused on certifying six “Social Selling trainers” in each geographic region of the world. These trainers could deploy training certification in-market, with localization, with hyper-speed. These six trainers were re-certified each year 2016, 2017, 2018 as digital sales best practises evolved.

How Was Success Measured?

Program success was evaluated through Sales for Life’s measurement framework, grounded on the Kirkpatrick Evaluation Model, as the industry best-practice. While much of social selling enablement is focused strictly on training, Sales for Life’s model is built around knowledge transfer and application. This is ultimately tied to sales results and ROI. It was through this approach that CA Technologies was able to correlate actual sales results through application of learning.

What Change Management Occurred?

The L&D and sales operations team commissioned two major studies of the
Sales for Life – Social Selling Mastery® program.

What’s Next?

CA Technologies is one of Sales for Life’s longest standing customers, partnering together for 5 years. With Broadcom’s acquisition of CA in October 2018, we look forward to evolving our relationship.

“If had not been for our Social Selling outreach (through key account planning), this opportunity would have been completely overlooked. Our own customer was considering another solution for their adjacent business unit.”

Zach Sherman

Customer Success Support & Account Development Enterprise ++ Majors

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