Transforming to a Sales Culture … Efficiently


The client

A leading, regional full-service telecommunications provider in Canada


  • Leadership wished to evolve the organization’s tenured, unionized sales force and support team and adapt to digital product offerings and solution selling
  • Sales culture transformation required realignment between consumer, small business, and business
    solutions teams

HORN Solution

  • Designed comprehensive end-to-end solutions for all front-line sales teams to ensure alignment and consistency (including processes, support tools, change management, scripting, training for current employees, new hire training)
  • Supported the implementation and change management of the new CRM integration to ensure full alignment
  • Developed programs and support resources for management team for an elevated focus on coaching


The Impact

Reduced annual training costs for the consumer sales teams by over $500,000 a year

Shortened the onboarding period by an average of three weeks for new hires

Decreased learning curve for new hires, with ability to hit sales and targets within two weeks of training

Supported management team to efficiently implement succession planning across the business