| الوصف: |
This action research case study used qualitative methodology to understand how healthcare training could be improved for enterprise resource planning solution consultants. The company being studied, Sage Intacct, selected the healthcare vertical as the target for an enhanced training program that goes beyond horizontal training to include vertical product and business knowledge. The project sponsor, the Vice President of Solution Consulting, specified five design benefits to be accomplished: expand technical skills, build expertise to understand vertical needs, enable crafting of higher quality solutions, enable inquisitive communication with clients, and improve sales skills. To receive insights and guidance on how these design benefits could be achieved, interviews were held with six management stakeholders aligned with different aspects of the sales process. Points covered in the interviews were how to design the vertical training, make the training more experiential, leverage mentoring relationships, and achieve best sales practices. |