Digital Transformation Consulting

HP Inc. faced significant challenges in adapting its sales training to meet the evolving demands of the high-tech sector, particularly as business customers shifted towards subscription-based models. This transformation necessitated a new approach to how products and services were marketed and how the workforce was empowered. Recognizing that workforce upskilling was a critical issue, HP launched HP University (HPU) to enhance the skills of its sales teams and channel partners.

The tailored solution involved a comprehensive, data-driven learning platform that transitioned from generic content to a centralized, role-based curriculum. This new model included over 400 courses available in 20 languages across 45 countries, with more than 90% of the training moving to a digital format, allowing for flexible, on-demand learning. The curriculum was designed to connect sales techniques with product knowledge, ensuring that training was relevant and applicable to real-world scenarios. For instance, entry-level sales representatives began with foundational courses and progressed to more complex topics, such as relationship-building and high-stakes negotiations.

The results of this initiative were quantifiable and significant. HP reported a 2.5X increase in learning hours, a 198% rise in trained channel partners, and a 33% increase in trained sales representatives. Additionally, the sales training program led to a 7% increase in quota attainment, with trained sales representatives being 12% more likely to exceed their quotas compared to their untrained peers. Furthermore, HP gained full ownership of the training content developed in collaboration with Accenture, which not only reduced costs but also enhanced the global learning experience for channel partners. Overall, HP University has transformed HP's sales training into an award-winning platform, driving business impact through improved sales performance and customer engagement.