Digital Transformation Consulting
Accenture
Full Credential Description
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 pressing challenge, HP launched HP University (HPU) to enhance the skills of its sales teams and channel partners.
The tailored solution involved a comprehensive, data-driven training program that transitioned from generic content to a centralized, role-based curriculum. HPU now offers over 400 courses in 20 languages, accessible to more than 5,000 sales representatives and 50,000 channel partners across 45 countries. More than 90% of the training has moved online, providing flexible, on-demand learning options. 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 start with foundational courses and progress to advanced 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 and a 198% rise in trained channel partners. Additionally, there was a 33% increase in the number of trained sales representatives and a 25% reduction in sales training costs. The effectiveness of the training was further evidenced by a 7% increase in quota attainment year-over-year, with 97% of sales reps completing at least one training session in fiscal 2024. Those who participated in training were, on average, 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, allowing for cost-effective training of channel partners while enhancing the overall learning experience globally.