TELECOMMUNICATIONS
Train-the-Trainer Global Rollout

THE SITUATION
SNI was asked to build a Negotiations Training curriculum for multiple job disciplines within one of the largest Telecommunications companies in the world including Sales, Marketing, Offer Management, Leadership, and Finance.  This worldwide initiative required SNI to integrate its solution to the existing business training platform.

THE SNI SOLUTION
SNI designed a customized curriculum to integrate its core Negotiation philosophy, approach, and tools across all job disciplines.  The programs were delivered by SNI and also through a train-the-trainer program utilizing the client’s trainers across the world.  The Negotiations Training was also reinforced through customized manager reinforcement sessions, online webinars, and real deal consulting.

THE IMPACT
“We partnered with SNI after evaluating a number of Negotiations Systems.  Some were too administratively focused, some were too academic in their approach and some were very rigid.  What we were looking for when we created our negotiations process was a tailored methodology specifically designed for selling our value add in the hyper competitive telecommunications marketplace.  We also needed the content to be delivered to a diverse audience across the world by both world-class instructors and our internal staff.  SNI fit the bill.  What made our difference in implementation was that the fundamental skills you teach in negotiations (preparation, probing, proposing) were supported by a system and tools that leadership could use to drive accountability throughout the negotiation process.  In addition the content was designed to address the precise needs of our organization.  Needless to say the impact has been significant and our deal teams are using the SNI process and tools successfully every day." - VP Sales & Marketing

THE RESULT

• The sales force for one business unit measured the impact of the training on deals over the 90 days immediately following training.  The reported increase in revenue attributed to utilizing the tools and skills in the SNI Program was $2,150,000.

• The leadership team identified an increase in the win ratio for deals as a result of increased internal collaboration using the SNI Systematic Approach.

• The SNI program has been delivered to approximately 4,000 people across the world and is part of the company’s core curriculum moving forward.