Sales coaching system helps Platinum reps deliver results

Platinum Technology is using a sales coaching application to reuse sales best practices and get product and competitive information out to its sales force.

To help increase the effectiveness of its sales and marketing teams, Platinum launched Jaguar, an intranet-based KM application that enables marketers to rapidly disseminate information to sales reps so they can quickly learn about and sell the company's 150-odd products.

Built with WisdomWare's Sales Coaching system, Jaguar's intelligent front-end (called "Jaguar Anywhere") delivers real-time answers, sales advice and process reinforcement to keep salespeople informed on Platinum's evolving product lines, competitive forces and customers with multiple layers of decision makers.

Jaguar was rolled out to Platinum's domestic sales force in January. Currently, 1,000 Platinum field and inside sales representatives in North America are using the system.

Platinum account manager Michael Leen has been using the system for the last six months. "'Jaguar Anywhere' provides me the critical information I need to answer questions from prospects in real time," he said, adding that the system's direct response mechanism lets the sales force "immediately provide feedback to our marketing team and vice-versa."

Initial assessments indicate over 85% of Platinum sales reps have found Jaguar to be extremely valuable in closing more business, helping them "capture and better leverage the experience and know-how of our global sales organization," according Glenn Shimkus, Platinum's director of worldwide knowledge management