Delta Point Solution: DPI worked with Sales Training, Sales Leadership, and Marketing to develop a robust plan. This included internal communications such as a whiteboard animation and socialization deck that introduced the initiative, plan, and expectations. DPI reinforced the important role of the leaders as the linchpin to competitive selling success. Even before rolling out training to the sales representatives, DPI elevated the skills of the leadership team at live meetings (two within six months) using case studies, role-play of coaching conversations, and virtual coaching corners on key topics. The initiative was introduced to the sales representatives during a national sales meeting keynote by DPI CEO Jerry Acuff. The field sales team was provided on-demand micro-learning opportunities through modules and podcasts on influence and persuasion, virtual workshops, and knowledge checks. The leaders, first- and second-line managers, were provided tools to support their ownership of competitive selling excellence at the regional and district level, such as coaching guides and discussions forums. DPI followed up the training with DPI-led and leadership-sponsored Ask the Expert session as well as brand-specific example sales language to demonstrate ‘what great looks like’.