AT&T Sales Enablement Training
AT&T Public Sector Sales Teams
During my tenure at AT&T in 2021, the Senior Sales Management Team made a strategic decision to establish a specialized team dedicated to serving Education customers, encompassing both Higher Education and K-12 segments. To support this initiative, they onboarded 125 new direct sellers, alongside dedicated personnel for business development, marketing, and technical roles. In my capacity as the cybersecurity technical overlay for this team, I undertook the responsibility of developing and delivering a series of sales enablement courses.
The primary objective of these courses was to equip the sales team with the necessary knowledge and language to effectively engage in cybersecurity discussions. Additionally, the training aimed to provide them with foundational insights into the technology landscape while furnishing them with content for ongoing study. This comprehensive approach aimed to enhance their understanding of our portfolio of products and services, thereby empowering them to engage more confidently and competently with Education customers.
Conclusion.
The results from this training were exceptional. We performed this training over a four-week period, which the Education Sales Management Team allocated. The course averaged about 85% participation from the sales teams. The Sales Management deemed this training a significant success. We had a few thousand hits on the PSCCE website, where sales executives from every sales team in AT&T visited the site to view this sales enablement training information.