Contact
Work
Salesforce CSG
The goal: To help Small and Medium Business sales teams in Salesforce's Australia and New Zealand markets move from theoretical knowledge to practical application on active sales opportunities.
2024
Year
4 Weeks
Duration
Instructor-led
Category
Adobe Illustrator, Google Slides, Trello
Tools
Impact
Increased Session Engagement
0
%
Annual Contract Value Uplift
0
%
Pipeline Generation Uplift
0
%
I loved being exposed to the different perspectives that came from meeting with the managers on handling objections and ways that we can overcome them. - Account Executive, workshop participant
Problem
The Small and Medium Business sales team in the Customer Success Group (CSG) needed to apply skills from a recent training to their daily work. With the second half of the year approaching, there was a critical need to reinforce learning, kickstart sales momentum, and help the team build real-world account and opportunity plans. There was also a need to create a space for the extended team to connect and share best practices.
Process
The overall goal was practical application. Instead of a traditional lecture, an experiential learning approach was taken which included:
Real-World Pre-Work: Participants researched one of their own target accounts before the session.
A "Learn by Doing" Model: We used an 80/20 split, dedicating most of the day to individual account work and the rest to group collaboration.
Peer Learning: The workshop included time for the team to share insights and learn from each other's experiences.
Certain images have been blurred on this page to respect copyright restrictions.
Solution
The hands-on, Enablement Day workshop focused on practical application and multicloud opportunities. The session was structured as an interactive, day-long training where participants applied learned frameworks to real business challenges. The real-world component of this workshop was the incorporation of a capstone project based on the TV show "Shark Tank" involving sales teams and leadership collaboration.
