MTN Empowered Sales Teams for Consultative Selling in a Technological Landscape
Objective
The primary objective was to shift the sales approach from product-centric to consultative selling and solutions, particularly as the business expanded its digital product offerings.
Challenges
- Diverse Geographical Distribution: Sales teams were spread across multiple African countries.
- Transition from Telco to Techno: The business transitioned from a Telco focus to a broader range of tech products, necessitating a shift in sales strategies.
- Time-Consuming In-Person Training: Traditional in-person training would be time-consuming and challenging to reinforce.
The Outcome
Developed a new Competency Framework tailored for the client’s sales teams across different regions
Reduced costs for client by facilitated virtual learning sessions across Africa
Empowered sales teams to move from product-centric selling to solution-focused selling.
Developed business acumen specific to the evolving Techno landscape.