Like many start-ups, SocialChorus had already built a strong inside sales organization and lead generation team but wanted to make sure everyone was following a similar process. The Harris Consulting Group was brought in to help strengthen the skills of the MDRs (Market Development Reps) and the Account Executives.
For the MDR team time was spent on learning the buyers’ journey as it relates to the top of the funnel activities like emails, voicemails, and cold calling. Training included both classroom, role-playing, and live contact exercises. Additional training included 1:1s for professional development and specific sales training based on individual performance.
For the Sales Team, the Harris Consulting Group spent time teaching understanding the buyers’ journey and the psychology of how people make decisions. This further progressed into training the team to better maintain control of the sales conversations, as well as earning the right to ask questions, and of course, understanding when, where, why, and how to ask those questions. To solidify this training additional time was spent in the classroom, role-playing, and call coaching during real sales calls.