Revenue Storm Corporation - Leadership or Management Training Practice of the Year

Gold Stevie Award Winner 2019, Click to Enter The 2020 Stevie® Awards for Sales & Customer Service

Company: Revenue Storm Corporation, Schaumburg, IL
Company Description: Revenue Storm is a global sales performance consulting firm employing the latest in behavioral science to enable salespeople to reach and exceed their goals. Our singular focus is to improve client sales effectiveness with higher win rates and revenue growth. Revenue Storm's consulting, assessments, software, training, and coaching is delivered globally, in over 50 countries and in 7 languages.
Nomination Category: Solution Provider Awards Categories
Nomination Sub Category: Leadership or Management Training Practice of the Year

Nomination Title: Revenue Storm Develops Virtual Coaching Program to Help Sales Leaders Confidently Coach Their Teams

Revenue Storm is a global sales performance consulting firm employing the latest in behavioral science to enable salespeople to reach and exceed their goals. Our singular focus is to improve client sales effectiveness with higher win rates and revenue growth. Revenue Storm's consulting, assessments, software, training, and coaching is delivered globally, in over 50 countries and in seven languages.

Outline the organization's achievements since July 1 2019 that you wish to bring to the judges' attention (up to 250 words):

In post-workshop evaluations:

  • 96% of participants said they would recommend this training program to others.
  • 96% feel better prepared to coach their team on Revenue Storm’s tools and concepts.
  • 92% feel more committed to developing their coaching skills post-program.
  • 92% feel more confident about being able to provide valued coaching.
  • 90% found this virtual training experience to be very engaging.

Some of their feedback on what was most useful included:

  • The case studies and breakouts were really good to apply and to keep engaged.
  • The PERFORM model – a clear and easy, yet powerful structure for coaching.
  • Discussions about actual deals on which the tools and model are used.
  • The facilitator was superb, passionate about coaching, and the benefits of using the tools and most importantly, for a virtual class. It was very engaging and kept us all in the game.

Other general comments from evaluations included:

  • Excellent course – well delivered – highly recommend.
  • Really strong course.
  • Looking forward to working more with Revenue Storm.
  • Good course based on the facilitator’s extensive experience.

Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the organization's past performance (up to 250 words):

In April of 2020, Revenue Storm launched theVirtual Coaching to Revenue™ Program, an innovative, revolutionary, and effective virtual sales leadership experience.

Revenue Storm has changed the perception of coaching from deal reviews and inspections to a process, where both the opportunity and sales talent is advanced. Our unique approach to coaching is designed to help sales leaders focus on vulnerabilities that may lie within a given opportunity, to vastly increase the probability of winning.

We are convinced that sales leaders must leverage the experience of the salespeople, utilize the sales-science inherent in our diagnostic tools, and deliver thought leadership. This three-dimensional coaching methodology greatly increases the overall win-rate, reps to quota metric, revenue consistency, and margin.

Every sales leader must lead. A crucial component of a leader is the ability to teach and coach. This is a core competency that many organizations have underinvested in. Sales leaders are left to their own subjective experience and approach to advance opportunities. This results in coaching inconsistencies, a perceived negative experience by salespeople, and lack of a coaching culture.

The COVID-19 pandemic has further exasperated the problem. To help sales leaders through this difficult challenge, Revenue Storm introduced the Virtual Coaching to Revenue Program. Participants engage in a virtual kickoff session, followed by a weekly three-hour, interactive coaching leadership program designed to help them become world-class deal coaches. Sales leaders can absorb and apply the content by working with case studies, live deals, interactive discussions, polling, chat, and breakout peer assignments.