Get your Challenger Transformation right by hiring high-performing sellers with Challenger potential. Help them practice and apply new skills through coaching, and keep them trained and sharp with in-house certified experts.


 

Hiring Assessment

Our research shows that the typical organization will lose 24% of its sellers every year: 17% due to attrition and an additional 7% due to promotions or role changes. That’s just under half the salesforce every two years. Hiring individuals with Challenger potential is a critical part of ensuring your transformation is sustainable. Challenger provides resources to help you hire the right sellers.

CHALLENGER SELECTION

Avoid the high cost of a bad hire. Challenger™ Selection is an online assessment to help organizations identify applicants who are more likely to display Challenger proficiency.


 

Strategy Assessment

A successful Challenger implementation requires a commitment to robust sustainment. Working with hundreds of sales organizations, we have identified the core strategies needed to get this done.

CHALLENGER TRANSFORMATION DIAGNOSTIC

Commercial leaders can map out a successful transformation by assessing progress and prioritizing key activities. Our Transformation Diagnostic helps your organization measure your strengths and weaknesses against 24 individual objectives organized into six strategic pillars.

 

Challenger Certifications

Challenger Certification programs ensure you have in-house expertise to operationalize Challenger principles and keep getting results. This includes the ability to run training, coaching and support programs that focus on developing seller skills and building commercial insights.

CHALLENGER CERTIFIED TRAINER

Certify your in-house trainers to facilitate various Challenger skill development workshops.

CHALLENGER MESSAGING CONSULTANT

Certify in-house experts to create their own Commercial Insights and Challenger Messages.

 GET CHALLENGER CERTIFIED

Find out more about earning your world-class certification

LEARN MORE

 

Coaching Challengers

Coaching is an ongoing series of interactions between a manager and direct report. Good coaching is critical to the long-term success of a Challenger transformation. Challenger provides assessments, tools and training to help sales leaders practice world-class coaching behaviors.

Assessments

Our Assessments ensure you’re recruiting and hiring candidates with high potential and developing them into high performers who can sustain and maintain your Challenger transformation.

Training

Explore sales coaching best practices in the Coaching to the Challenger and Revisiting Coaching Principles workshops, and learn valuable frameworks for coaching interaction preparation and facilitation along the way.

Tools & Resources

Our coaching resources include playbooks, action plans, coaching guides, coaching questions, and reinforcement toolkits.


 

Coaching Assessments

Individual Assessments

Challenger Selling Skills: Gauge sellers effectiveness in executing on key Challenger behaviors

Manager Coaching Effectiveness: Gauge the effectiveness of manager’s coaching skills based on proven practices

Organizational Assessments

Challenger Transformation Diagnostic: Commercial leaders prioritize key activities to map out a successful transformation

Challenger Selection: Organizations identify new hire candidates who are more likely to display Challenger proficiency

 

“Our sales force has embraced the Challenger Approach, which has enabled them to engage the customer in a Conversation Choreography comprised of Insight and thought leadership.  These impactful conversations have resulted in big wins around the globe.”

Michael Adley, Director, Global Sales Enablement, Ericsson

“The Challenger program has given us a way to provide even more focus in our commercial messaging and reduce the amount of projects where we have to negotiate on price alone. The program has allowed us to improve the capitalization on our R&D investment as we can better discuss our key differentiators.”

Gurdeep Sadera, Director of Sales Operations, Genetec

“Not only are we pleased with the training and support provided by Challenger, but they also provide an incredible follow-up survey and reinforcement experience that allows me to clearly articulate ROI to senior business leaders. We have seen a 13x return on our investment with Challenger. “

Steve Cannella, Financial Services Marketing Manager, Global Technology Company

“We went through virtual training with Challenger in March.  As a company that knows firsthand the common pitfalls of virtual demonstrations, we were thrilled with how our Challenger facilitator kept everybody engaged throughout the session.  Our team felt like we had just experienced the future of training in this virtual environment.

Tracey Gatland, Managing Director, GRAPHISOFT North America

“It was impressive how a well-prepared Challenger approach worked with this important customer which hadn’t considered us for several years. The team identified the right moment to attack, collaborated with the customer to resolve their issues, and finally closed the deal!”

Bernd Stenger, President, Heraeus Epurio

“When questioned about the increase in our scores, I shared that it’s all about having great people who now have great strategies.  With the Effortless Experience™ skills, we can insulate the customer from all of the back office noise.  You can trust your people to stand in that gap.”

Marian Favors Director, Customer Support, Karl STORZ

“Customers felt that I was bringing value and knowledge to their business.”

Professional Sales Representative, Kimberly-Clark

“It is hard to find programs that actually work and deliver on what they promised.  It is especially difficult in the “soft-skills” area where so much is dependent on the actual rep. This program makes that easier.”

Pablo Valcarcel, Associate Director, Customer Care – Americas, Lonza

“This investment in coaching, and the overall development of our people, has changed the culture of our call center. You can see it in the data and out on the floor every day in how we help customers.”

Jim LeMere Director, Northwestern Mutual

“What we hadn’t expected was the level of enthusiasm that would begin to permeate the call center well beyond the pilot group…the program has increased our center’s feedback culture, and has impacted our collaboration climate for the better. There is greater knowledge-sharing across the frontline and a greater sense of purpose in the work of serving the customer.”

Location Manager, Nuon

“We chose Challenger at a time when the industry is competitive, products are being commoditized, and buyers are looking to sellers for much more than product knowledge. Integrating it through Sales, Marketing, and Service helps us have a common understanding of how we approach our industry and has differentiated us. After our first full year with it, we’re even more excited for the future.”

Barry Swihart, Senior VP of Sales, Odysseyware

“What has stood out to us about Challenger, was the opportunity to learn and develop the skills at our chosen pace. This has been accomplished through the eLearning options for content that used to require 2 or 3 days in a classroom.  In addition, they’ve helped us pivot to virtual offerings of facilitator led sessions without any drop off in engagement or degradation of the learning experience.  The flexibility of the Challenger team to meet our team member needs and the needs of our business has been exceptional. “

Joe Berry, Chief Learning Officer, Pinnacol Assurance

“Challenger Selling has significantly contributed to our revenue streams from both new opportunities and additional business generated from existing customers. SAP’s global, unified rollout of Challenger to our sales organization and management was the key driver to delivering extensive customer impact.”

Rainer Stern, Global VP Sales Leadership Programs, SAP

“The Challenger Deal Accelerator was a truly engaging session that encouraged the team to look at their current pipeline from different angles with the Challenger approach. It was stimulating hard work, that challenged our thinking and led to some tough debates led by an expert Challenger Advisor. It was a key step in supporting our journey to continue sustaining and embedding Challenger skills within SICIT.”

Alessandro Paterniani, Chief Commercial Officer, SICIT

“The combination of virtual and onsite training has been helpful for our teams. The premises of Challenger training are critical components of any sales conversation.”

Head of Sales, Software Industry

“The Challenger approach has important foundations that exemplify how we at Standard Bank prioritise our clients and provide them with a value driven experience at every point.”

Standard Bank Representative

“Simply put, if you fully commit to the Challenger journey in both your sales and marketing strategy, you will see significantly improved sales performance.”

Gerry Romanelli, Chief Commercial Officer, Triose

“As a premium provider in our space, our service experience is a true opportunity to differentiate. We saw a 20% reduction in escalations, which means we are solving customer problems the first time around. In fact, our customer VOC reflects that our reps are proactively solving problems before they are a challenge for our customers.”

Randy Kobat, SVP Retail Solutions vAuto

“The Challenger Sale speaks to the core of how we’re engaging with our clients. We want our sales force to deliver insight and value, not sales pitches. That’s why our entire organization is being trained on the skills and behaviors that make Challengers successful. “

Kevin Warren, President US Client Operations Xerox

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