Cross Functional Sales Training

The world's largest human resource consulting company wanted to improve the way its consultants work together across businesses and geographies. By leveraging the full breadth of expertise of the organization, the company recognized that it could increase its ability to deliver more complete solutions to clients. By enhancing consultants' specialized expertise with knowledge of other businesses, products and solutions, consultants would be even better equipped to develop innovative client solutions.

Increased cross-selling was a key priority for growing the company and for providing clients with enhanced service. One way the firm decided to support the attainment of this goal was to launch a world class web-based training to help consultants practice providing the full range of services to client organizations. The firm recognized an investment in this program would contribute significantly to its growth and profitability.

The primary audience for the web-based training is the company's senior consultants who are leaders in their lines of business. Realism and accuracy had to be balanced with depictions of complex processes and tools And some very complex data had to be presented in an enjoyable and digestible manner.

Planet developed a scenario-based learning experience consisting of five first-person experiences. Accurately depicting the company, hypothetical clients and situations required a global team of experts working with Planet and the company's global talent management group.

In each scenario learners view a client dilemma through the eyes of a consultant. Decision points in scenarios provide an opportunity to see how different courses of action will yield different results. As they make choices, the scenarios unfold to a conclusion of no revenue, partial revenue or 100% revenue depending on their actions. If they choose a sub-optimal path, they are given an opportunity to begin again, taking a different course of action while learning how to maximize opportunities for the firm. The scenarios represent cross-business opportunities on a global scale.

Initial course reviewers recognized what a huge challenge this program was to develop and are confident that the program will accomplish their goals. They find the program very engaging and accurate. They believe Planet did an exceptional job of understanding their business and conveying it in a way that will maximize closed opportunities for the company and provide greater client satisfaction.