Vpi Strategies

Description

Situation A financial services organization with a Gen Y (age 30 and under) sales force was having trouble connecting with and selling to Baby Boomer executives (46-64). Wearing glasses to look older was not cutting it! The VP of Training and Development contacted VPI to assess options after her CEO heard Sherri Petro speak at an executive roundtable. Approach Sherri conducted a needs assessment which included questions about client reaction, communication misfires and language of the sales materials. Solution VPI Strategies: -Discussed the issue, potential project parameters and vision with Senior Management. -Reviewed the sales materials and offered counsel on language that would connect better with the target audience. -Customized the cross generational communication presentation with solutions that matched the connection issues the sales people were experiencing. -Delivered a dynamic presentation using the modified sales materials as part of scenario selling. -Coached individual sales people upon request to maximize the learning. -Conducted a post session dialogue session six weeks after the presentation with all participants together for community sharing and group coaching.

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