Sales onboarding


Client profile

This Fortune 50 premier communications holding company has a powerful array of network resources that includes North America’s fastest mobile broadband network. They are a leading provider of wireless, Wi-Fi, high speed internet, voice and cloud-based services.

The opportunity

When the client sought out Optimé for help – they identified opportunity to drive her engagement, learning, selling skills and speed to productivity of New Account Executives in the Wireless Division – Business Markets Group.

The approach

  • Diagnostic of current sales onboarding program, selling process, customer value proposition and ongoing needs assessment of sales competency gaps at new Account Executive level
  • Design of customized sales development curriculum and competitive, application-based training to build advanced communication, selling, prospecting and presentation skills
  • Program delivery to onboard New Account Executives in the Wireless Division – Business Markets over the past 9+ years in New College Hire Sales Center
  • Recently retained to review and improve selling curriculum to incorporate best practices from other industries including business acumen simulation, integration of product knowledge and sales training, and dynamic sales process

Optimé solution

New Account Executive (AE) Sales Development Program, known as Business Sales Leadership Development Program (BSLDP)

Training results

  • Strong participation engagement and alignment (consistent 95%+ Top 2 Box Scores)
  • Only remaining third-party supplier to BSLDP

Business results

  • Lower New College Hire AE attrition rate vs. Field AE’s
  • Higher % New College Hire AE over 100% plan vs. Field AE’s