Cisco Increases Pipeline 300%
By Becoming Agile Sellers
Cisco is the worldwide leader in Network Solutions. It helps customers seize the opportunities of tomorrow by proving that amazing things happen when you connect the previously unconnected. It’s a great success story by any definition, yet one of the hallmarks of the company is continuous improvement. Which is why the Internet Business Solutions Group (IBSG) turned to our consultants to help them compress new sales hire ramp up and expand into new lines of business beyond IT.
Working with Cisco IBSG leadership, ESG determined new hires were drowning in data sheets at the expense of learning about customer problems. New hire ramp up was too long, productivity lagged and the team was confined to calling on their comfort zone in IT.
Adopting the core components of an Agile Selling methodology, the IBSG team graduated from reciting speeds and feeds to diagnosing customer problems. A new vertical market initiative contributed to a 300 percent jump in LOB pipeline, while the time to value for new hires was cut by over 50 percent.