1. Challenge: Describe your challenge, including all relevant information:

I am a hardcore Sales professional and have spent more than 14 yrs. doing sales in IT products.  The industry that I belong to is very practical as we work on small margins. My job involves  working with core technical team, sales professionals, partners, vendors, credit team etc. The  major challenge in my job is listed below

a) Providing customized solutions basis end customer expectation without meeting them /

knowing them

b) Ensure my technical team delivers on the service once the deal is agreed   c) Connect with partners on regular basis and make them aware of new IT products which can

help the end customers

d) Negotiating with vendors & partners on the credit part so that timely payment is received

2. Selection: In your own words, briefly describe the tool you selected (e.g., what it is and why

you selected it for your challenge -- including any appropriate video lecture references).

We work on multiple deals every quarter hence I chose storytelling to motivate my team I would like  to share a story here is we were working on a deal size 2.40 Crore and the partner confirmed to  release the payment for the IT services taken from us Within the 30 days of delivery. The deal that  was about to close in 30 days was extended up to 365 days and the partner did not release the  payment stating the end customer has not released the payment. Eventually the payment got stuck  and then we did our homework we realized that every deal we need to do strategies well and work   on our communication as well as co-ordination when dealing with partner

3. Application: Describe how you applied the tool you selected to your challenge (e.g., what you

did and how the tool was applied effectively or ineffectively).

I would like to share an instance about my storytelling session with the team. While discussing a  successful deal where the hurdles were less my team members reaction would be very enthusiastic  and happy also they would be extremely motivated. While discussing deals that failed miserably  most my Area Sales Managers would have showcase variety of emotions like anxiety, fear .One of  my female team member failed a deal and she started sobbing when I spoke to her she shared her  fear of losing job on account of failed deal  . I sat with her along with the team leader and explained  her entire sales deal step by step and she mentioned that in order to complete her quarterly target  she overcommitted without checking the credit of the partner

4. Insight & Approach :

The probing session with her helped me to gain insight on the core issue with my female  team member was that If she lost the job she would face challenges along with her family as  she was the sole earning member of the job.   I narrated my story of struggle where I made a similar mistake and how my supervisor took  care of me by aligning a buddy/mentor to me. She immideately agreed for the mentor  alignment and was happy to get on field again     Once again I used her story in one of my storytelling session with the team and they not only  appreciated her courage but also supported her in all her future deals     This course has made me look at this tool with a new perspective i.e. to relate your stories  with real life instances and share it with the team as it helps to bond your team as well


1 . Challenge : Describe your challenge , including all relevant information : I am a hardcore Sales professional and have spent more than 14 yrs . doing sales in IT products . The industry that I belong to is very practical as we work on small margins . My job involves working with core technical team , sales professionals , partners , vendors , credit team etc . The major challenge in my job is listed below a ) Providing customized solutions basis end customer expectation without meeting them / knowing them b ) Ensure my technical team delivers on the service once the deal is agreed c ) Connect with partners on regular basis and make them aware of new IT products which can help the end customers d ) Negotiating with vendors & partners on the credit part so that timely payment is received 2 . Selection : In your own words , briefly describe the tool you selected ( e.g. , what it is and why you selected it for your challenge -- including any appropriate video lecture references ) . We work on multiple deals every quarter hence I chose storytelling to motivate my team I would like to share a story here is we were working on a deal size 2.40 Crore and the partner confirmed to release the payment for the IT services taken from us Within the 30 days of delivery . The deal that was about to close in 30 days was extended up to 365 days and the partner did not release the payment stating the end customer has not released the payment . Eventually the payment got stuck and then we did our homework we realized that every deal we need to do strategies well and work on our communication as well as co - ordination when dealing with partner 3 . Application : Describe how you applied the tool you selected to your challenge ( e.g. , what you did and how the tool was applied effectively or ineffectively ) . I would like to share an instance about my storytelling session with the team . While discussing a successful deal where the hurdles were less my team members reaction would be very enthusiastic and happy also they would be extremely motivated . While discussing deals that failed miserably most my Area Sales Managers would have showcase variety of emotions like anxiety , fear .One of my female team member failed a deal and she started sobbing when I spoke to her she shared her fear of losing job on account of failed deal . I sat with her along with the team leader and explained her entire sales deal step by step and she mentioned that in order to complete her quarterly target she overcommitted without checking the credit of the partner 4 . Insight & Approach : The probing session with her helped me to gain insight on the core issue with my female team member was that If she lost the job she would face challenges along with her family as she was the sole earning member of the job . I narrated my story of struggle where I made a similar mistake and how my supervisor took care of me by aligning a buddy / mentor to me . She immideately agreed for the mentor alignment and was happy to get on field again Once again I used her story in one of my storytelling session with the team and they not only appreciated her courage but also supported her in all her future deals This course has made me look at this tool with a new perspective i.e. to relate your stories with real life instances and share it with the team as it helps to bond your team as well