Technical Sales Certification Program

Situation

Client needed a certification program to build knowledge of architecting and selling AT&T integrated solutions including Mobile, Network, IoT, Cybersecurity, and even Billing & Operations.


Solution

In partnership with the client, we designed a 3-tier certification program:

  • Core – Reseller Program Intro, Sales Process Intro, Network Technology Fundamentals
  • Professional – Solution Specific courses such as AVPN, AT&T NBFW. Consisted of two learning paths: Sales & Technical Sales.
  • Master – For sales, we designed a 3-day instructor-lead experience with a customer panel presentation to apply and validate understanding. For Technical Sales, we designed a series of solution-specific virtual training framed around customer scenarios.

 


Value

In 3-years we certified 700 participants from 200 different solution providers. Annual reports showed 29% increase in sales for the Solution Providers who completed the master certification level.