HPE Turns Frontline Sales Managers Into Leaders and Coaches (2018 Case Study)
- Claude Werder
- Learning and Development, Leadership Development, Human Resources
HPE Turns Frontline Sales Managers Into Leaders and Coaches (2018 Case Study)
Facing strong competition and shifting customer loyalty, Hewlett Packard Enterprise and its Technology Services Organization formed a transformation team that identified the need to change sales-rep behaviors. While learning resources could be applied directly to sales representatives, the team decided that targeting sales management would be the more powerful strategy. HP’s leadership and coaching program for front-line managers acted as a catalyst and was a contributing factor to a potential increase in 2017 revenue of $550M. This innovation earned HP a Gold Award for Best Sales Leadership Development Program in the 2018 Brandon Hall Group HCM Excellence Awards.
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