Due to an important shift in their sales strategy, the need for building the right relationships with business decision makers became more important than ever for Microsoft’s sales team. The company found that their consumer base was highly active on social and looking to interact with their brand online. Implementing a Modern Selling Program helped to achieve their new goals in a highly successful manner.
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Microsoft enables digital transformation for the era of an intelligent cloud and an intelligent edge. Its mission is to empower every person and every organization on the planet to achieve more.
Once they grasped the scope of possibilities online, Microsoft started looking for ways to harvest this power and make it applicable to a B2B environment, enabling them to reach business decision makers directly and with lasting results.
With Microsoft, the main objective is to create a universal understanding of, and ability to work with a set of tools that would enable their sellers to tap into the benefits of social selling. The challenge lies in Microsoft’s organizational structure, which divides the company into several locally governed regions. Bringing together these regions, that all have their own culture, language and norms, proposed an interesting challenge which we willingly accepted.
We build Microsoft a made-measure program with a tailored structure for every separate region and its operational teams. The program was enrolled globally and has served over 10.000 Microsoft employees to date. The program included several types of coaching sessions in multiple languages, a full program infrastructure to facilitate all communications and content sharing, constant monitoring of the results and impact of the program as a whole.