July 16, 2024

                                                  Client

The organization, headquartered in Chennai, India, is a global leader in data analytics and decision sciences. With expertise in advanced analytics, machine learning, and digital transformation, the company helps clients drive growth, enhance customer experiences, and optimize business operations.

The organization seeks a customized program for Account Management, Delivery, and Sales teams to enhance skills in consultative selling, customer relationship management, effective customer communication, proposal writing, and presentation. Targeted at employees from L3 (managerial level) to L6 (director level), the program aims to elevate their proficiency and impact in driving customer success and business growth.

Approach

We designed “Elevate” as a 3-day hybrid program combining virtual and in-person sessions to empower these leaders.

The program included the following components:

• A Pre –Study session involving Interviews, FGDs to help contextualize the program.
• Pre- and post-course knowledge assessments providing an overall needle movement on knowledge understanding
• Meeraq’s Signature LAP model which has 1:1 Action Coaching & Group Progress check-in to drive actionable outcomes and ensure sustained growth through continuous learning and collaboration.
• Buddy System which enabled participants to practice skills and reflect on their progress with an assigned accountability partner.

The Program focused on Sales Competencies such as

• Account Management
• Customer Relationship Management
• Customer Communication
• Sales Acumen and more

Impact

The program fostered a highly engaging and collaborative environment, with participants actively demonstrating a solutions mindset, consultative selling skills, and a strong willingness to learn and apply new concepts.

During 1:1 Action Coaching, participants deeply engaged in reflective exercises, identifying personal barriers “what is coming in my way” with heightened self-awareness and a strong commitment to growth.

Participants highlighted consultative selling, buyer persona understanding, and frameworks like VALUE and AIDA for effective communication, trust-building & client’s need alignment.

A similar program has been adapted for their US teams, tailored to the specific US context.

Participants Feedback

• “Helps me to structure my communication with customer and design my pitch.”
• “Understand our strengths and weaknesses before we approach a client.”