Register
CA Technologies Wins ASTD Award for Situational Sales Negotiation™ Implementation
CA Technologies' implementation of BayGroup International's Situational Sales Negotiation™ program has won a 2009 Award for Workplace Learning & Development award from the American Society for Training and Development (ASTD), with a citation in the area of performance improvement.
In its profile of the award, ASTD wrote:
"CA Inc.'s global software sales team operates in a highly competitive marketplace with complex processes and tremendous pricing pressures. But without a standardized negotiation model, the company's financial growth stagnated and sales managers could not coach reinforce effective negotiations tactics across their territories. As a result, the employee education department teamed up with global sales stakeholders to analyze the competencies of successful negotiators and document the gaps in behavior that prevented progress toward achieving organizational requirements and sales goals....
"Directly aligned and designed to support the financial goals of the organization, the negotiations program has had a direct role in helping CA's sales teams close more profitable deals. For the 2009 fiscal year, and despite recessionary economic conditions, the organization met or exceeded annual outlook for revenue, bookings, earnings per share, and cash flow from operations."
Overview of ASTD award winners:
http://www.astd.org/ASTD/aboutus/AwardsandBestPractices/awardWinners/2009.htm
Booklet describing all award-winning projects:
CA Technologies won the Chief Learning Office (CLO Magazine) Business Impact Award for its implementation of BayGroup International's Situational Sales Negotiation™ methodology, which produced $42 million in top-line revenue growth. To learn more, visit:
To learn more about CA Technologies, visit:
http://www.ca.com/us/default.aspx
A more in depth profile of this initiative is available here.
Contact: Paul Hennessey (paul@baygroup.com)