What steps are you taking to “bottle the magic”?

There are several situations where you might want to capture and share scarce knowledge:

  1. To improve the performance of average salespeople by teaching them to do the things your top performers do
  2. You know that you will be losing staff and fear that the leavers will take valuable knowledge with them
  3. In a merger or reorganisation where scarce knowledge needs to be conveyed to a new audience

We have helped many clients to address these challenges. The case study below gives the key points of one project and the testimonials in the right hand pane provide more examples.

Case study: Acquirer formalises and shares the “tribal” knowledge


Business Situation

Following a major acquisition, this client had to prepare a large and fragmented salesforce to sell an unfamiliar set of products

Having completed the ‘this is what it is’ training, they realised they needed to tell salespeople ‘this is how you sell it’

Opportunity

Fully exploit the new acquisition by rapidly equipping the salesforce to sell the new products

Challenges

Must act quickly because they know the acquisition process will result in the loss of some key staff

 

Needs

A method of capturing the sales knowledge of key staff before they leave

A means of disseminating this knowledge to a large and fragmented salesforce

Solution

Brought together Product Marketing, Marketing and Sales representatives from around the world at a Marketing Workshop in the USA

Through the workshop process of asking the tough questions and not stopping until there are good answers we were able to bring out the hidden “tribal” knowledge

Developed Interactive Sales Kit that showed every salesperson how to apply sales best practice

Result

Process brought out vital knowledge that had been hidden or lost

The Interactive Sales Kit proved an effective way to get this deal-winning information to salespeople worldwide
Business challenges