SITUATION

A leader in digital transformation, FedEx recognized the need to modernize its approach to sales enablement, especially its sales portal. The firm sought to

• Remove friction from finding the right sales content.
• Make sales content clear and compelling.
• Streamline content operations and establish content governance.

FedEx reached out to Content Science to partner on training.

SOLUTION

Content Science combined capabilities to deliver a highly effective training series:

• CS Brain to interview FedEX stakeholders, form a training plan, and help identify opportunities to improve the sales enablement material.
• Content Science Academy to provide source material for the training and a learning management system for on-demand sessions.
• CS Forge to tailor training materials for FedEx Corporation’s unique situation.

The Content Science team delivered a series of in-depth live training sessions for the technical and business teams managing the portal. Content Science then turned assets from the sessions into on-demand sessions available 24/7 to appropriate FedEX team members.

RESULTS

This effort accelerated FedEx Corporation’s progress with turning the sales portal into a cornerstone of sales enablement. Some specific benefits include

• Providing team members with a common vocabulary around content standards, best practices, and skills.
• Keeping morale high during a time of change.
• Optimizing sales content to be easier to find in the portal.
• Setting processes and guidelines to minimize the risk of outdated information reaching sales associates and customers.
• Better using technology to streamline content workflow.