Corporate Visions Launches a Successful Sales Kickoff & Aligns A Growing Sales Team

How does a quickly growing, global company launch a successful sales kickoff?

After an aggressive round of acquisitions, Corporate Visions, Inc. realized they had a growing, worldwide sales team that needed to learn about new products and align around a single message. They needed a successful sales kickoff to launch their own corporate vision in the market.

The Challenge

According to Corporate Visions research, sales and marketing teams agree that a rep’s ability to deliver the best possible message to prospects is the key factor in closing a deal (85% agree). Yet, practice, roleplay, and coaching of these messages are nearly nonexistent, with only 41% of companies asking their team to demonstrate proficiency before going to market. The missed opportunity impacts every aspect of selling – reps influence the market less often, close less business, and fail to break the status quo.

Creating discipline and a road to a practice-based culture allows teams to adopt the right skills, messages, and behaviors necessary to articulate value to prospects.

After Corporate Visions acquired a series of companies, including WhiteboardSelling, Executive Conversations, and BayGroup International, they needed to combine multiple sales teams into one group selling the entire portfolio. This presented a challenge: Corporate Visions needed a way to ensure that reps mastered all of the company’s messaging before selling.

The Solution

CommercialTribe helped Corporate Visions design a sales enablement approach for boosting messaging proficiency across the worldwide sales team. To help adopt the new messaging and drive practice, CommercialTribe created a Product & Service Go-to-Market plan that incorporated the suite of new solutions. The plan combined several steps to build a practice-based activity curriculum, which included:

  • Leaders recorded best practice delivery of the company’s seven point-of-view whiteboard stories for each offering
  • Reps viewed and practiced as many times as it took to get it right, and then submitted their final take for manager feedback and certification
  • Leaders saw a report on their organization’s performance and how well reps adopted the right message
  • Reps were required to stand and deliver each of the seven whiteboards during a two-day workshop during the company’s sales kickoff

The Results

  • Over 90% of the selling organization participated and certified on the seven strategic whiteboard stories within three months
  • Each whiteboard scenario was practiced and recorded 2.5 times on average before final submission
  • Unanimous reps feedback that the sales kickoff was the most impactful, useful, and fulfilling in their experience, including previous companies

CommercialTribe is assisting Corporate Visions in driving the quality and consistency of their messaging, joining the progressive 9% of companies using video to practice. With reps able to articulate value and break the status quo, Corporate Visions is documenting improvements in cross-product pipeline and cross-sell conversions.

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About Corporate Visions

Corporate Visions, Inc. helps global business-to-business companies create more sales opportunities, overcome the status quo, and win more deals by improving the conversations sales representatives have with customers.
Learn About Corporate Visions

Key Takeaways

  • CommercialTribe designed a Product & Service Go-to-Market solution
  • Over 90% of the team practiced
  • Sales kickoff was the most impactful, useful, and fulfilling in reps’ experience

CommercialTribe’s video-based practice helps our team and clients develop quality and consistency in their messaging that allows reps to make a difference in the market. Complex skills and messages that previously weren’t being reviewed are now practiced more than 3 times each until they are mastered. When reps are able to practice and get feedback, they can take the right stories to a prospect and spark an entirely new insight, changing a sales presentation into an engaging answer to ‘why change.’”

– Tim Riesterer
CSO/CMO
Corporate Visions, Inc.

CommercialTribe Client Success | Veritas Certify to Fly at Sales Kickoff

How do you effectively introduce new product messaging at scale and allow for practice, accountability, and certification? Certify to Fly.

Undergoing a company go-to-market messaging change and a new drive for global sales enablement, Veritas needed to efficiently ensure that a team of 135 instructors could master four new Sales Plays in order to effectively teach them to the sales force during the worldwide sales kick-off held in Orlando, FL. Partnering with CommercialTribe, the Veritas sales enablement team was able to deploy video-based Gold Standard Sales Plays to the instructors, allowing them to practice and certify in advance of the kickoff – as well as gain insights into how well the instructors actually knew the message.

The Challenge

With a new sales enablement focus with the split of Veritas into an independent entity and a firm mandate to create more effective reps, Veritas sales enablement developed a plan to produce video-based Gold Standard Sales Plays to ensure reps could observe “what good looks like.” Instructors were given the videos on an all-hands conference call and were expected to review and learn the message before heading to kickoff, where they were expected to teach the new Sales Plays to the sales force.

There was one problem: resources. With a need to take the new Sales Plays global, Veritas sales enablement was faced with a 2-month deadline for ensuring the 135 instructors were not only trained on the new Sales Plays, but also qualified, effective, and ultimately certified.

The challenge Veritas faced was a silent issue. After the initial webinar training, the team had to uncover how to ensure visibility and accountability into who actually practiced, as well as certified, at the new Veritas standard. Given the diverse geographical locations, the training and certification had to be done locally within the different regions.

“The program worked well, but it could not scale,” expressed Sean Cataldo, Director, Global Sales Enablement at Veritas. “Ramp up times were immense, and it took an entire year to prepare. The return was great, but the intense amount of in-person, unpredictable work made the process less scalable and unmeasurable.”

With 2 months to coordinate and train a global team of 135 instructors, Veritas needed a solution that could scale. In particular, the solution needed to broadcast the new Sales Plays, allow the instructors to practice, and asynchronously coach and certify. CommercialTribe was selected to take the effort global.

The Solution

Veritas devised the “Certify to Fly” program, where instructors would have to fully, and verifiably, certify on the new Sales Plays before attending WSMC and helping to train the global rep team.

Using the CommercialTribe platform, Veritas Sales Enablement created a Gold Standard scenario for each of the 4 new sales plays, all with relevant PowerPoint presentations, a detailed script, and a best in class video delivering the message.

Each of the 135 sales instructors were assigned a single Sales Play that they were responsible for delivering at the WSMC. During their preparation week, the instructor was able to access the Gold Standard scenario within CommercialTribe, review the delivery and content, and then practice their own delivery of that Sales Play. Once an instructor created a version showing mastery of the material, they were able to submit their session to selected subject matter experts for review, feedback, and certification.

Once certified, instructors were Certified to Fly to WSMC, break off into smaller classroom groups with reps, and confidently deliver the right message into the organization.

The Results

Using CommercialTribe helped Veritas achieve four key goals surrounding WSMC:

  • Establish Consistency – Ensure that all instructors were actively prepared to deliver a consistent message to the larger sales force
  • Ensure Quality – Through the submission processes, the Sales Enablement team was able to assess the quality of the message instructors planned to deliver
  • Provide Visibility and Accountability – Sales Enablement was able to track which instructors were actively prepared for the WSMC – and which were not. The platform automatically tracked views, practices, and submissions, as well as time to complete the exercise and certify. Additionally, CommercialTribe provided a video recording of each facilitator’s certification, allowing for a unique window into their proficiency.
  • Drive Adoption – By practicing the message in advance of the event, rehearsing, repeating, and recording the right content, instructors arrived more prepared to deliver and teach their peers/colleagues.

115 instructors logged into the system, with 70% submitting their practice sessions. Instructors who logged in viewed the new message 10 times on average before practicing, and practiced messages an average of 8.5 times before submitting for feedback. All training was completed asynchronously, eliminating the need for instructors to coordinate in-person time to practice.

Based on the results, Veritas has introduced CommercialTribe across its global sales team, helping ensure that every rep can see and hear the new message, practice the content as many times as they need to get it right and certify – before taking it to the marketplace.

Learn More About CommercialTribe Solutions »

About Veritas

Veritas enables organizations to harness the power of their information, with solutions designed to serve the world’s largest and most complex heterogeneous environments. Get industry-leading solutions that cover all platforms with backup and recovery, business continuity, software-defined storage, and information governance. Find out more >>

Key Takeaways

  • CommercialTribe designed a Sales Kickoff solution for Veritas’ global team
  • Over 70% of the team practiced
  • Instructors practiced 8.5 times on average
  • Veritas established consistency, quality, visibility, and adoption in their enablement program

“CommercialTribe for us is the cornerstone of the next generation of our enablement program. It’s one of the core elements that we’re going to rely on to take this into the future. CommercialTribe allows us to make messages available where and when sales needs them, and enable sales to watch and practice in an efficient way and critique themselves. They helped us pilot and scale out a new enablement initiative that we are now rolling out to our global team.”

– Sean Cataldo
Director, Global Sales Enablement
Veritas