Solutions Sales Training and Mentoring Program for Alcatel-Lucent

Industry: Telecommunications alcatellucent
Activity: 5-Year Sales Recovery, Training and Mentoring Program
Target Audience: Global Account Managers, Sales Directors and Sales Support
 

Business Issue

Alcatel-Lucent, a global leader in telecommunications solutions for large service providers, needed to turn-around an under-performing region. Due to changing economics and struggling sales performance this $B region was hit with a 40% year-over-year drop in sales. A new management team was brought in, and the sales leaders needed help designing a long-term solution to train and support their young account leaders and sales directors

Our Response

Working with key educational and sales enablement teams inside the firm, we designed a progressive program for 125 sales team members focused on:
  • Designed, developed and deployed a core, high-performance solutions selling curriculum stretching over a 2 - 3 year period
  • Designing and facilitating a series of follow-up sales clinics and forums built to foster collaboration across the region, reinforce sales skills, and identify junior sales leaders and mentors
  • For the largest accounts, designed a series of top account planning workshops with follow-on mentoring and coaching of high-potential sales leaders and account managers
 

Results

Over the program's 5 year period the firm nearly doubled in the region, recovering from the previous lows and leading their competitors in many segments. Several of the junior sales leaders trained and mentored in the program have gone onto sales leadership roles, and as a result of the regional program, Alcatel-Lucent has asked Solutions Insights to deploy similar programs in many other regions and divisions across the firm