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06

Sales Enablement

FeaturedApproved

From Sales Training to Sales Capability

Redesigning a B2B methodology around observable behaviors and field performance

Company
T-Mobile
My role
Learning Strategy & Design Lead
Status
Leadership-approved methodology and competency framework
  • Enterprise Learning Strategy
  • Capability & Performance
01

Context

Redesigning a B2B methodology around observable behaviors and field performance.

At a glance

  • Company: T-Mobile
  • Category: Sales Enablement
  • Role: Learning Strategy & Design Lead
  • Status: Leadership-approved methodology and competency framework
02

The Challenge

An established enterprise sales-training program had become less aligned to the changing market and sales organization. The redesign needed to move beyond generic consultative-selling language and define what strong selling actually looked like in observable behavior.

03

My Role

I partnered with the sales leadership steering committee to synthesize diagnostic findings, define the replacement competency framework, and build the training-development and rollout plan.

04

The Approach

Capability framework

  1. Discover
  2. Engage
  3. Demonstrate
  4. Account Management & Development

Each stage included key actions and observable behaviors that could be taught, practiced, observed, and coached.

Designed for

  • New hires
  • Experienced sellers
  • Sales managers and coaches
05

The Solution

Rollout

  1. Strategy and scope alignment
  2. SME interviews
  3. Content development
  4. Legal review
  5. Train-the-trainer
  6. Beta
  7. Full rollout

  1. 01 — Discover

    Know Your Business

    • Research the account
    • Identify potential business issues
    • Prepare relevant questions

  2. 02 — Engage

    Know Your Customer

    • Validate requirements
    • Use relevant questioning
    • Build customer relationships

  3. 03 — Demonstrate

    Know Your Solution

    • Map solutions to customer needs
    • Manage questions and concerns
    • Gain commitment to next steps

  4. 04 — Grow

    Grow Your Business

    • Maintain executive engagement
    • Expand relationships
    • Uncover new opportunities
From methodology to observable performance. The methodology translated sales strategy into behaviors that could be practiced, observed, coached, and reinforced.
  1. 01Prepare
  2. 02Practice
  3. 03Coach
  4. 04Apply
  5. 05Certify
  6. 06Reinforce
Capability reinforcement model. Learning extended beyond the workshop through manager coaching, field application, feedback, certification, and ongoing reinforcement.
06

Evidence / Outcome

Leadership-approved methodology and competency framework designed to create a consistent, coachable approach to enterprise solution selling.

07

What This Demonstrates

  • Enterprise Learning Strategy
  • Capability & Performance
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