The Case Background
Citrix has had substantial revenue growth over the last three years. However, the company is also experiencing issues with insufficient training programs to accommodate the influx of new employees and increase productivity. Therefore, Mike Fouts, the head of Global Sales Enablement at Citrix, is challenged by the CEO to identify areas that need improvement to curb the training deficit of the new sales agents. As noted in the case, the current 90-day training program and the subsequent courses must be presented as insufficient. Therefore, there is a need for a compelling and concrete training plan that will ensure that all sales representatives get the best training to enhance revenue collection.
Addressing the Major Issues
The case presented shows that the major issues facing Citrix are the influx of new sales representatives and the need for more training programs that the company has established. It is also noted that about 73 percent of salespeople were lost in the first five years of operations since they needed more skills to generate Citrix’s projected revenues. As such, through the sales department, the company needs to develop strategies to complement their current 90-day and other training courses to equip sales representatives with the necessary skills.
Recommending a Solution
The case has revealed that Citrix has an insufficient training program to equip the new sales representatives with the necessary skills to enhance their productivity. The company may need to revamp its onboard program to solve this issue. The case presents that the current training focuses mainly on administrative processes, basic product training, and technology aspects. This program must teach them how to represent the company while promoting the products. The solution for this issue is expanding the existing program to accommodate formal training sessions, shadowing experienced salespeople, and extensive coaching by the sales enablement team members.