Microsoft: An Improved Way to Deal With Business Decision Makers
Pitch Perfect is a Microsoft initiative that pairs salespeople with managers and peers to boost their skills and confidence in leading more targeted and impactful conversations with Business Decision Makers (BDMs). To create the perfect training program for Pitch Perfect, Microsoft turned to GP Strategies.
The GP Strategies Solution
Working with Microsoft, GP Strategies was instrumental in creating a comprehensive approach to training its salesforce to hold different kinds of conversations. First we created 45-minute courses centered around solution areas and demonstrated how to hold the right kind of conversation. Assets include role-play exercises, scripts, and pitch planners.
This was followed by creating a coaching program that trained the best individual contributors and the managers on how to coach salespeople in a supportive environment.
The course results for Pitch Perfect are consistently above the target Net Satisfaction (NSAT) and Readiness Impact Scores (RISs). Additionally, Microsoft has been able to provide feedback to managers on how effective their coaching skills are. The program won a Gold Brandon Hall Excellence award in the Best Coaching and Mentoring Program category.