About CA Technologies

CA Technologies is a pioneer and leader in the applications economy. They provide solutions to 1,000’s of companies seeking to digitally transform their IT infrastructure, from analytics, AIOps, API’s, Cloud, DevOps, Security, and more. Sales for Life has been engaged with CA Technologies for 5 years at a global level. CA is an example of commitment from sales leaders, marketing leaders and sales enablement/operations to evolve their digital sales skills in an effort to drive incremental sales pipeline. Our global engagement together evolved into the most versatile and scalable solution – IP site licensing and train-the-trainer models for their +3,000 sales professionals.

Target Audience

The sales team has both a direct and in-direct model. The direct team sells into the IT function, with cross-collaborating with business unit leaders. The in-direct team is acquiring channel partnerships with IT services partners around the globe.

Why Focus on Digital Selling?

•  Sales leadership saw the emergence of digital/social selling in 2014. They wanted to be first to provide value to the IT market. They recognized that the IT buyer was changing, and they needed to be early adopters to evolving their sales professionals before their competition. Sales leadership partnered with L&D to fund a global site license upfront, capable of increasing the skills and capabilities of 1,000’s of sales professionals immediately. Sales leadership wanted to make the largest impact possible in 2015 and beyond.

•  L&D focused on certifying six “Social Selling trainers” in each geographic region of the world. These trainers could deploy training certification in-market, with localization, with hyper-speed. These six trainers were re-certified each year 2016, 2017, 2018 as digital sales best practises evolved.

Is Your Sales Organization ready for the modern buyer?

Learn how Sales for Life’s solutions can help you transform your organization to serve today’s buyer with digital and social selling.

How Was Success Measured?

Program success was evaluated through Sales for Life’s measurement framework, grounded on the Kirkpatrick Evaluation Model, as the industry best-practice. While much of social selling enablement is focused strictly on training, Sales for Life’s model is built around knowledge transfer and application. This is ultimately tied to sales results and ROI. It was through this approach that CA Technologies was able to correlate actual sales results through application of learning.

Level 5
ROI Capture

Level 4
Sales Impact

Can ROI be measured?

Can sales impact be realized?

You Capture

Level 3
BEHAVIOR CHANGE

Level 2
KNOWLEDGE TRANSFER

Level 1
Satisfaction

Has behavior changed as a result?

Has knowledge transfer occurred?

Are learners satisfied with the content?

Sales for Life Creates

What Change Management Occurred?

The L&D and sales operations team commissioned two major studies of the
Sales for Life – Social Selling Mastery® program.

Study #1 – Certification completion correlated against Sales Performance

The sales professionals in the study had an ACV (average customer value – initial sales price) of $25,000. The sales professionals that completed the Social Selling Mastery certification, within 6 months – won 38% more revenue, and created 55% more sales pipeline, than those sales professionals that attempted Social Selling Mastery and did not become certified.

Study #2 – Certification completion correlated against Sales Quota Attainment

In this study, 800 sales professionals were reviewed. The sales professionals that were certified in Social Selling Mastery achieved 102% of sales quota (1 year later), whereas sales professionals that failed to be certified had achieved only 80% of their sales quota.

What’s Next?

CA Technologies is one of Sales for Life’s longest standing customers, partnering together for 5 years. With Broadcom’s acquisition of CA in October 2018, we look forward to evolving our relationship.

Rory-1
Rory Stark
Strategic Relationship Marketing & Social Selling Manager EMEA

“Teleperformance engaged Sales For Life to enhance our already existing social selling strategy. They provided a platform to achieve behavioural change at scale, accelerate pipeline and boost revenue via social selling throughout Europe. Jamie Shanks and the team helped us reverse engineer our sales process, whilst providing extensive training to transform our mind-set towards digital engagements across social channels for all our European sales teams. The results have been dramatic. We now nurture way over 250M in opportunities (Total Contract Value) via social channels YOY.”