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The New Challenger Hire

In: Business and Management

Submitted By jazercise
Words 1232
Pages 5
Jazmin Ramirez
John Bradley
2014DES SOS-110-OL010
February 14, 2015
The New Challenger Hire UPS is hiring more account executives yearly as we begin to prepare for the mass retirement of leadership over the next 5 years. Their There are plans to soon begin the consolidation of all sales resources of UPS Small Parcel, UPS Freight, and UPS Supply Chain Solutions. That being said, there needs to be more focused training to support added responsibility of cross selling between networks. New paragraph? Globalization, as well, has added new challenges to the sales force over the last decade and technology is enabling our customers to need more than the normal added value of solutions. We continue to search for ways to create value and studies show only 5% of consumers buy based off of value while 52% buy based off of customer experience (UPS Training Class Statistics, Nov. 2014). DPS(Delivering Profitable Sales) and SSN(Situational Sales Negotiating) training will still be vital to the success of the salesforce for negotiation purposes, but the challenger model has proven within our initial beta test that it has gained ground with our accounts in a short period of time. With the new challenger mindset, the salesforce provides the ability to show true partnership by obtaining ways to de-commoditize our services and disrupt the customer’s way of thinking. Since there are so many phases to training our supervisors, I propose that our training should begin with The Challenger Sale first to specifically target our new company initiative of the roll out of this new model with the new hires and with all of business development in order to foster the future of UPS Sales. In this proposal, I will only discuss how we can begin new hires with the new company mindset before rolling out other phases of training. Interesting detail The Challenger Sale model is designed to...

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