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junior.challenger® Program

A Managed Training Service for Account Managers New to Information Technology Sales

junior.challenger program structureIn today's competitive environment, Account Managers new to selling Information Technology solutions need to quickly develop the skills and knowledge to win deals.  They need to be able to uncover opportunities, position their organization's value proposition together with the value proposition of technology partners like Cisco in a competitive way, and they need to align a group of diverse stakeholders to close the deal. This requires sales expertise and an understanding of the solutions that they offer to their customers.

junior.challenger® is a program that helps Account Managers new to IT selling accelerate the development of skills and knowledge required to succeed and achieve sales results.

Global Knowledge junior.challenger® is a managed training service modelled after the successful program run by upDATE Training in Germany. The four components of the junior.challenger® program work together to create a powerful program that delivers results.

Sales and Account Planning & Management Training Modules

The foundation of the program is seven interactive training workshops, which were build on each other and develop selling competencies in disciplines like the Selling Process, Territory and Account Planning & Management, and Communication & Influence.

Product & Solutions Workshops

As part of the seven classroom sessions, learners will have the chance to participate in targeted workshops run by Cisco that will help them deepen their product knowledge.

Mentor and Coach Support

Each participant is assigned to an experienced mentor/coach from their own organization. The mentor will support the participant through the program by sharing knowledge, proving feedback and helping the participant navigate successfully in their new organization or role. The mentors are provided with support materials (e.g., meeting guides, coaching checklists, etc.) that will help them be successful.

Certification Exams

Throughout the program participants are provided regularly with feedback on their progress by their mentors and the program's professional facilitators. They are also formally assessed in a mid-term and final exam and upon successful completion are awarded a formal certificate of completion.

Program Objectives

After completing the program, participants will be able to:

  • Increase their sales/opportunity pipeline.
  • Apply a repeatable process to increase the success of customer sales meetings.
  • Close more deals and maximize profitability on each opportunity.
  • Work more effectively with Cisco and other eco-system partners.

Program Structure

Mentor Kick-Off/Round Tables

An opportunity for mentors to meet together to learn about their responsibilities and share best practices.

Classroom Workshops

Facilitated workshops that include a combination of selling and interpersonal skills and product/solution knowledge.

Return on Learning Assignments

Self-paced assignments that provide learners with the opportunity to apply what they have learned on the job.

Mid-Term Exam

Learners present their Personal Roadmap for Success to the panel of mentors and other experts.

Meet your Mentor

Coaching Meetings between the Account Manager and their mentor.

Final Exam

Learners present a Key Account Plan for a real customer to the panel of mentors and other experts.