Case Study: BT accelerates sales transformation with SHL

How SHL helps a multinational telecommunication company accelerate sales transformation

BT Enterprise, the enterprise unit of BT in the UK and Republic of Ireland, needed a more data-driven way to understand the current capabilities and future potential of its salespeople. Working with SHL, it sought insight into the gap between its existing sales methodology and the consultative, insight-led selling approach required in a fast-changing and increasingly competitive market.

SHL delivered a talent review using psychometric assessments, including the Occupational Personality Questionnaire (OPQ) and Motivational Questionnaire (MQ), to assess 900 sales representatives against its Sales Transformation framework. SHL’s analysis and dashboards helped BT identify strengths and development gaps, and showed that sellers scoring highly on the framework were 2x more likely to be top performers and delivering the highest sales order values; they were also 2x more likely to drive personalization and value creation, and 15% more likely to show strengths in commercial analytics and technology adoption.

BT

Erica Simpson

Senior Learning Manager, Sales and Functions