Allsteel challenged DiffStrat to build a successful selling model as well as to design and develop a training program to implement the new model. We began by analyzing segmentation research and building a framework to transition the segmentation data into a user-friendly selling model geared toward targeting appropriate accounts in the marketplace.

We then used our instructional design expertise to develop the strategic selling course. Our overall solution evolved into the VECTOR Program, a comprehensive training course that addresses an organization-specific strategy for targeting and reaching potential customers, as well as tactical resources for acquiring and managing accounts.