Last week, I had the privilege of working closely with the APAC IBM Digital Sales team during an intensive MasterClass aimed at deploying their suite of digital sales tools to both new and existing users. This experience provided invaluable insights into crafting a strategy for launching OneMob effectively, and I’m thrilled to share the blueprint we developed to ensure a successful rollout with the wider community.
1) Start with the Why: The foundation of any successful initiative lies in clarifying the purpose behind it. Before delving into the intricacies of tools and techniques, it’s crucial to reset everyone’s understanding of why this endeavor is essential and what the overarching message entails. Whether through emails, phone calls, videos, or LinkedIn posts, aligning on the mission ensures that everyone approaches the deployment with the right mindset from the outset
2) Showcase the Complete Sales Stack: In today’s digital sales landscape, it’s common for teams to utilize a variety of tools from different vendors. However, without a clear visualization of how these tools seamlessly integrate into the sales process, their utility may be lost on users. By presenting a comprehensive “Day in the Life” scenario and demonstration where each tool contributes to a unified system and motion, we empower sellers to grasp the full potential of the stack and replicate its success.
3) Tailor Learning Paths: Recognizing the diverse range of users within the team, it’s essential to provide tailored learning paths catering to varying levels of proficiency and experience. From newcomers seeking foundational skills to seasoned veterans eager for advanced techniques, designing pathways that address specific needs fosters continuous growth and empowers users to become champions of the tools within their respective teams
4) Embrace Hands-On Learning: While traditional training methods have their place, true mastery often comes from hands-on experience. Rather than inundating participants with lengthy PowerPoint presentations, create opportunities for them to actively engage with the tools through real-world exercises. By immersing themselves in practical applications, sellers not only gain confidence in their abilities but also develop a deeper understanding of how to leverage the tools effectively in their day-to-day interactions.
In conclusion, the successful launch of OneMob with the IBM Digital Sales team serves as a testament to the power of strategic planning and hands-on engagement. By anchoring our efforts in purpose, showcasing the interconnectedness of our tools, tailoring learning paths to individual needs, and embracing experiential learning, we’ve laid the groundwork for sustained success in the digital sales arena. As we continue to refine and iterate upon our approach, I’m excited to witness the continued growth and impact of our collaborative efforts.
