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How to Enable Competent Sellers Across a Global Sales Organization

February 22, 2018

Over the past 10 years, Red Hat, a global provider of open source software solutions, has undergone dramatic changes, including global expansion and multiple strategic acquisitions. In fact, a third of the sales team is new to the company within the last year. With such rapid growth and a largely new sales force, our senior sales leadership recognized that our corporate identity was in danger of becoming diluted and that if all the reps in the company were asked to tell the Red Hat story, we would have many different responses. With a geographically dispersed and growing sales force, we faced a common challenge among sales organizations: How could we increase message consistency and sales effectiveness without exorbitant expense or excessive time spent out of the field?
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