SkySync, a leader in cloud-based storage solutions, encountered significant challenges in its Sales Enablement function, especially concerning cloud security and data privacy issues. With an internal team serving both small and enterprise customers and an external vendor-managed team, SkySync recognized the urgent need for its sellers to be well-versed in the latest technical security features to effectively address growing concerns from large clients prioritizing AI advancements and data privacy protections. This knowledge was essential for building trust and credibility with clients in a rapidly evolving marketplace.
The sales team struggled to accurately represent SkySync’s security features due to several challenges:
These issues were reflected in performance metrics, including a customer Net Promoter Score (cNPS) of 65%, a gap between Annual Recurring Revenue (ARR) targets and actual performance, and a customer churn rate of 9%.
To address these challenges effectively, Novalta took personal accountability and initiated a series of strategic actions aimed at fostering improvement and growth:
Novalta instituted two sequential Capability Academies designed to enhance employee skills and knowledge:
Both academies integrated performance data and competency tracking for ongoing evaluation of sellers’ skills and knowledge growth, fostering continuous improvement and accountability.
The program achieved measurable improvements in key performance metrics over nine months, demonstrating significant success:
This comprehensive approach strengthened SkySync’s market position and fostered long-term client relationships, paving the way for continued growth and innovation.
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