More than 1,000 hours of sales training, and what it did for our win rate and our team.
Training invested
1,000+ hrs
Enterprise win rate
27%
From 11%
Sales cycle
6 mo
From 9
Deal size
10x
The problem.
Our enterprise win rate was 11%, and deals took nine months to close.
What we did.
We committed more than 1,000 hours to training on problem-centric selling, and I ran the sessions together with the team.
We later brought the same approach to SHIELD: about 400 hours of group reading, homework, role play and call coaching.
The result.
Enterprise win rate rose from 11% to 27%. Cycles shortened from 9 months to 6, and deal size grew 10x.
Four teammates have since become CROs or VPs of Sales at other technology companies.
The takeaway
When we invest in our people, the numbers follow. The best measure is where the team goes next.