Case Study

Optimizing the Sales

Xfinity and the Three Dimensions of Sales Productivity

Comcast is an American multinational mass media company, active in digital cable, cable Internet access, cable telephone services, and radio. With its many products and services under the Xfinity brand name, Comcast sought out a partner who could help with the challenge of how to train store sales staff in the finer nuances of selling: prospect identification, upselling, and cross-selling. To achieve this objective, Comcast engaged the services of GP Strategies.

The GP Strategies Solution

With over 50 years’ experience in training, GP Strategies designed a course with emphasis on the three dimensions of sales productivity: identifying high-potential prospects on the sales floor, upselling within a service category, and cross-selling multiple service categories. The course took the form of a branching activity where learners make critical choices during sales scenarios and receive intrinsic feedback in the form of consequences and opportunities presented during an unfolding narrative.

The Outcome

After the successful implementation of the course, GP Strategies, together with Comcast, won a Gold Brandon Hall Excellence award for Best Custom Content.

Results at a glance
After the successful implementation of the course, GP Strategies, together with Comcast, won a Gold Brandon Hall Excellence award for Best Custom Content.

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