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Wilson Learning Corporation, Minneapolis, Minnesotta, United States: Wilson Learning – Achievements in Sales Effectiveness

Company: Wilson Learning Corporation
Company Description: Wilson Learning is a global, award-winning performance improvement provider that helps organizations navigate the ever-increasing business complexities of the 21st century by maximizing their sales, service, and leadership effectiveness. We align the right curriculum and learning services to each client’s business objectives and ensure sustainable, measurable results.
Nomination Category: Solution Provider Awards Categories
Nomination Sub Category: Sales Training Practice of the Year
2024 Stevie Winner Nomination Title: Wilson Learning – Achievements in Sales Effectiveness
  1. Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the achievements since July 1, 2022 of the nominated organization, OR written answers to the questions? (Choose one):
    A video of up to five (5) minutes
  2. If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.

     

  3. Briefly describe the nominated organization: its history and past performance (up to 200 words):

    Total 167 words used.

    Wilson Learning is a global leader in enhancing sales and sales leadership effectiveness. We help organizations execute their strategies through a holistic approach that strengthens sales culture, aligns processes, and equips teams with the skills and tools needed for measurable performance improvements. This results in higher win rates and accelerated sales growth.

    As markets evolve, we guide organizations through complexities, driving sustainable behavior change with digitally enabled, collaborative learning journeys. Our services include sales effectiveness consulting, assessments, customization, and measurement.

    1965: Founded by Larry Wilson
     
    1968: Launched sales training design and delivery capabilities 
     
    1978: Launched research and measurement capabilities 
     
    1981: Acquired by John Wiley & Sons 
     
    1984: Launched assessment capability 
     
    1991: Privatized 
     
    1992: Globalized 
     
    2004: Launched holistic performance improvement approach 
     
    2009: Launched online reinforcement approach
     
    2015: Launched sales effectiveness consulting services 
     
    2020: Established partnerships with NovoEd and Profiling Online 
     
    2020: Launched digitally-enabled learning approach supported by a Collaborative Learning Platform 
     
    2024: Streamlined our offering to focus on 4 core product families that further our client’s organizational growth 

     

  4. Outline the organization's achievements since July 1 2022 that you wish to bring to the judges' attention (up to 250 words):

     

    Total 248 words used.

    Wilson Learning has been at the forefront of a transformative shift in sales excellence. Through our innovative thought leadership and dynamic curriculum development, we have reshaped the behaviors of sales leaders and salespeople. 

    Our commitment to revolutionizing sales effectiveness has yielded two innovations this year: (A) Our continuing strategy to integrate Artificial Intelligence (AI) into our learning, and (B) empowerment of sales managers in supporting their salespeople’s learning experience.  

    Our AI capability began in previous years with the inclusion of AI-driven analyses of text-based interactions with customers. This past year we have added the ability to apply AI-driven feedback to a salesperson’s practice videos of customers interactions. AI video analytics provide salespeople with valuable insights into their manner, pace and tone of their presentations and better bridge the gap between learning and applying their new skills.  

    The more a manager is involved in sales training the greater the impact of training on sales performance. Over many years we have imbed managers directly in training. This past year we have significantly enhanced this effort. We have implemented more extensive coaching training, adding new modeling videos for managers, have enhanced the tools and resources available to managers, and we have enacted a new messaging capability to inform managers when their feedback is needed.   

    We have proudly served over 265 customers as a trusted partner. The industry has acknowledged us with 15 prestigious awards for sales effectiveness. We remain steadfast in our commitment to delivering exceptional content and engaging learning experiences. 

  5. Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):

    Total 35 words used.

    Training Industry Top 20 Sales Training and Enablement Companies 2024

    Sales Enablement Technology: Friction or Flow?http://Sales Enablement Technology: Friction or Flow? 

    Optimizing Sales Effectiveness: 3 Foundational Elements

    • Client Success Stories (Attached)

  6. Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the organization's past performance (up to 250 words):

    Total 245 words used.

    Wilson Learning is proud to showcase our commitment to addressing key challenges in sales effectiveness. Our approach is firmly rooted in research, emphasizing that training alone does not consistently yield tangible business results, but requires multiple supports for helping salespeople use their new skills to further sales performance. We were the first provider to incorporate digital training media into sales behavior change efforts. First to focus on after training support for practice and application to real life sales efforts, and first to emphasize the involvement of sales managers as critical coaches in the sales training efforts.  

    Our efforts over the past year have been no different by bringing AI technology directly into the learning experience and enhancing the training and support for managers as coaches.  

    We have also published some of the groundbreaking research on how to enhance learning transfer so more skills are used on the job than with traditional training. We have contributed significantly to the industry’s body of knowledge on how to best engage managers in the learning process, how to support the application of skills, and how to demonstrate the true impact of sales development on sales performance.  

    While both digital and traditional sales training has proven effective in imparting sales knowledge, our research shows that they often failed to maintain and enhance critical communication, interactive, and negotiation skills among sales professionals. With our integrated approach we have successfully enabled significant improvements in salespeople's interactions with customers, amplifying their overall success. 

     

Attachments/Videos/Links:
Wilson Learning – Achievements in Sales Effectiveness
PDF [REDACTED FOR PUBLICATION]