Blended learning - Winning with Solution Selling |
Process per Module and Certification
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R.E.D rolled out the intervention across the Asia Pacific, for senior marketing and sales managers. Raritan, sells intelligent power management systems for large data centers and businesses. They have some very unique features that use advanced technology.
The challenge There customers pitch them against the average and simplistic power management techniques that do not offer these differentiated benefits. The result is a losing price war, where the sales managers were unable to explain the benefits of buying Raritan products. 
The intervention
The 4-month intervention included multiple touch points. The aim was to empower the business heads to train on the content as they knew their differentiators better than external resources. The intervention began with a train the trainer, this was followed by an eLearning module and classroom to apply the conceptual learning. Built in micro-assessments, self-assessments and supervisor assessments; were included to build a composite score for each individual. Job aids were given post the learning modules to each supervisor and sales manager set, to implement action learning projects (based on burning needs). The final certification and license to sell was awarded by a skip level manager. |
Testimonial"Given the complex nature of our ‘Technical Sales’ we needed an organisation which could understand the nuances and challenges of our category and create content which would enable our sales to have a better Solution Centric approach than a Product Centric approach. R.E.D did a good amount of research and delivered an excellent course / content for the sales team, ‘train the trainer’ and very innovative online sales training modules. The commitment shown by the RED development team was very commendable.”
Erica Chen HR Director, Asia Pacific Raritan DATACENTER POWER AND CONTROL Other Customer Stories
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