RSA Security
Tailored Messaging Increases Sales, Market Share

Context
RSA Security provides technology solutions for establishing online identities and access rights for people, applications, and devices. The Company’s strong reputation is built on its history of ingenuity and leadership, proven technologies, and long-standing relationships with more than 1,000 technology partners. 

Opportunity
In order to continue to grow its revenues and support its products, services, and solutions, RSA Security recognized that it needed to build competencies within its sales force to meet current and future business requirements.
 
Solution
To meet this need, the Performance StrategX team provided consulting services and developed a learning solution for RSA consisting of six components:

1. Clarification of the business strategy and the critical requirements embedded in that strategy, either explicitly or implicitly.
2. Identification of essential current and future sales competencies.
3. Creation of a learning strategy to meet the business requirements.
4. An analysis and overview of the current curriculum to be included in the learning strategy.
5. Proposed methodologies for building required competencies.
6. Recommendation of a revised and improved learning architecture for delivery of learning.
7. Recommendation of measurement tools.

The implementation of the recommendations significantly impacted RSA Security’s achievement of current and future business goals. This was accomplished by enabling the development of learning solutions to support the critical business requirements and providing for continuous performance improvement throughout the development of essential sales competences at the foundational, proficient, and exemplary levels.