Challenge
- 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