Sprint is one of America’s largest mobile carriers and communication powerhouses. Their vision to help people get better everyday is bold and daring. They’re executing on this vision with help from a creative management team and passionate brand ambassadors that are winning the hearts and minds of customers. Serving 60 million customers isn’t a small matter. But, Sprint excels at knowing much about these customers as possible. They understand that today’s buyer is different and needs to be served in a different way. In a space that’s hypercompetitive, they are carving a strong presence and increasing market share with this philosophy.
Sales for Life was engaged by senior leaders in the Sprint Business Team to socially enable their West Region. Under the guidance of Chris Brydon, VP of Enterprise Sales West, the program was initiated in May 2016.
A total of 100 sales professionals, sales leaders and sales engineers were trained with Sales for Life’s flagship certification program Social Selling Mastery®. The program’s mission is to teach B2B customer-facing resources how to find, educate and engage buyers throughout their buying journey.
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 Sprint was able to correlate actual sales results through application of learning.
Sales for Life is now entering a reinforcement phase with this initial pilot group. This means that the emphasis on knowledge retention and continued application is the focus, thereby ensuring that program participants continue to use social selling in their everyday sales process.
Secondly, Sprint and Sales for Life are collaborating to enable other sales professionals within Spring Business to utilize social selling and better serve the modern buyer.
“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.”
Customer Success Support & Account Development Enterprise ++ Majors
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