{"id":8746,"date":"2025-07-28T07:38:47","date_gmt":"2025-07-28T07:38:47","guid":{"rendered":"https:\/\/sigespana.es\/servicios\/casos-de-exito\/technology-case-study\/"},"modified":"2026-08-27T13:01:56","modified_gmt":"2026-08-27T13:01:56","slug":"tech-sales-execution-that-sells","status":"publish","type":"caso_exito","link":"https:\/\/sigespana.es\/en\/services\/case-studies\/tech-sales-execution-that-sells\/","title":{"rendered":"Tech sales execution that sells"},"content":{"rendered":"\n
\n

\u23af THE CHALLENGE<\/span><\/p>\n\n\n\n

When you have a great product, but nobody knows how to pitch it.<\/span><\/h2>\n\n\n\n

A leading mobile device brand had a problem that wasn’t related to the product or the price\u2014it was at the point of sale. Its devices were making their way to the stores of major tech retailers, but the salespeople didn’t know enough about them to recommend them with confidence.<\/strong> In consumer technology, the in-store sales associate plays a huge role. A customer who walks in to buy a device rarely has their mind 100% made up\u2014they need someone to explain the differences, the strengths, and the reasons for choosing one brand over another. If the salesperson doesn\u2019t know or can\u2019t remember, that moment is lost. And with it, the sale. The challenge was clear: to turn employees at major retailers into true brand ambassadors<\/strong> \u2014people who knew every device, its features, its unique selling points, and how to sell it along with the right accessories.<\/p>\n<\/div><\/div>\n\n

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\u23af OBJECTIVES<\/span><\/p>\n\n\n\n

WHAT THE CUSTOMER NEEDED<\/span><\/h3>\n\n\n\n
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Improve the level of customer service in-store<\/strong>Ensure that customers who come in to ask about a device receive an expert, personalized, and convincing response\u2014not just a reading of the technical specifications.<\/p>\n\n\n\n

Provide training on new devices and features<\/strong>Keep store teams up to date on every product launch, update, and new addition to the catalog, including key competitive differentiators.<\/p>\n\n\n\n

Enable cross-selling with accessories<\/strong>Ensure that sales representatives not only sell the main device, but also identify and recommend complementary accessories that increase the average transaction value.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/div>\n\n

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“Knowledge sells<\/span>. Not the brochure, not the display screen. The salesperson who knows what they’re talking about, who believes in <\/span>the product, and who can answer any question\u2014that’s the one who closes the sale.” <\/p>\n\n\n\n

SIG Spain Training Team<\/p>\n<\/div><\/div>\n\n

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\u23af THE SOLUTION<\/span><\/p>\n\n\n\n

A TRAINING PLAN ANNUAL, CONTINUOUS AND CUSTOMIZED<\/span><\/h3>\n\n\n\n

Training in technology-driven retail cannot be a one-time event. New products are launched constantly, store teams rotate, and the market changes every quarter. The solution was an annual training plan<\/strong> that combined in-person and online sessions to keep knowledge up to date\u2014at the industry\u2019s leading retailers. <\/p>\n\n\n\n

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DESIGN OF THE ANNUAL TRAINING PLAN<\/strong> We develop a training schedule tailored to the brand\u2019s launch cycle, prioritizing times of greatest commercial impact\u2014new model presentations, seasonal campaigns, and product updates.<\/p>\n\n\n\n

IN-PERSON TRAINING AT MAJOR RETAILERS<\/strong> The in-person sessions were held directly at the points of sale of the sector’s leading retailers\u2014the real-world environment where salespeople work. The format was hands-on, with the devices in hand, ensuring that the knowledge was grounded in experience. <\/p>\n\n\n\n

ACTIVATING CROSS-SELLING WITH ACCESSORIES<\/strong> Each training session includes a specific section on cross-selling\u2014how to identify which accessory best complements each device and how to suggest it naturally during the conversation with the customer. This detail has a direct impact on the average order value. <\/p>\n\n\n\n

ONLINE TRAINING FOR COVERAGE AND CONTINUITY<\/strong> We supplemented the in-person sessions with online training to ensure that salespeople who were unable to attend in person would still receive the update. It also served as a review tool for those who needed to go over the material again. <\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/div>\n\n

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\u23af RESULTS<\/span><\/p>\n\n\n\n

THE NUMBERSTHAT COUNT<\/span><\/h3>\n\n\n\n
\n
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10.708<\/p>\n\n\n\n

TRAINING COURSES COMPLETED<\/p>\n\n\n\n

In 2024 alone<\/p>\n<\/div>\n\n\n\n

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2 CHANNELS<\/mark><\/p>\n\n\n\n

IN-PERSON + ONLINE<\/p>\n\n\n\n

Maximum coverage at all retailers<\/p>\n<\/div>\n\n\n\n

\n

1 YEAR<\/span><\/p>\n\n\n\n

CONTINUOUS PLAN<\/p>\n\n\n\n

is constantly updated with each new release<\/p>\n<\/div>\n<\/div>\n\n\n\n

10,708 training sessions in a single year<\/strong> is the result of a well-structured plan, consistently executed and tailored to the brand\u2019s launch schedule. This number isn\u2019t just a measure of activity\u2014it\u2019s the scale at which SIG Spain is able to operate when the client needs its brand to be present in every sales conversation. <\/p>\n<\/div><\/div>\n\n

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\u23af KEY LESSONS LEARNED<\/span><\/p>\n\n\n\n

WHAT WE’RE TAKING AWAYFOR THE NEXT PROJECT<\/h3>\n\n\n\n
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<\/path><\/svg><\/span>Ongoing training is the best investment in technology at the point of sale.<\/strong> A one-time training session is forgotten within weeks. A well-structured annual plan turns a salesperson into a true ambassador\u2014someone who not only knows the product but also trusts it and actively and consistently recommends it. <\/span><\/div>\n<\/div><\/div>\n<\/div>\n\n\n\n
\n
\n
<\/path><\/svg><\/span>In-person and online learning complement each other; they do not replace one another.<\/strong> In-person training has a greater immediate impact, but its reach is limited. Online training allows us to reach the entire team and reinforce the material. Combining the two is what builds a solid knowledge base across the entire network of retail locations. <\/span><\/div>\n<\/div><\/div>\n<\/div>\n\n\n\n
\n
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<\/path><\/svg><\/span>Leadership at the point of sale is built on brand awareness and sales.<\/strong> A brand that provides effective training to influencers not only sells more\u2014it also positions itself as a leader in the channel. Salespeople recommend what they know and trust. Training turns that knowledge into an active preference. <\/span><\/div>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/div>\n\n
\n

Do <\/strong>you have a similar project at TECH <\/strong>?<\/strong><\/p>\n\n\n\n

Tell us about the challenge, and we’ll tell you how we’ll solve it. We’ll get back to you in less than 24 hours. <\/p>\n\n\n\n

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REQUEST INFORMATION \u2192<\/a><\/div>\n<\/div>\n<\/div><\/div>\n","protected":false},"excerpt":{"rendered":"

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