$50 million in incremental sales.
Juniper Networks is a leading provider of hardware that drives the Internet. Its sales force, like many in high-tech, is composed of technically skilled people highly adept at discussing “speeds and feeds” with customers. Juniper’s challenge was enabling these salespeople to demonstrate the overall business impact of their solutions.
To accomplish that, Juniper started by deploying a business simulation to improve the business acumen of their salespeople, which they supplemented with a course entitled “Researching Your Customer.” They also conducted training on how to have conversations with executivelevel customers. Next they launched training that gave people the tools to demonstrate the ROI and Total Cost of Ownership for Juniper Solutions. They also deployed training for their sales managers that focused on how to coach salespeople to sell more effectively.