CASE STUDY HP UNIVERSITY
HP reimagines global learning
How a bold new training strategy is building a future-ready, high-performing sales force
3-MINUTE READ
HP University’s sales training impact
2.5X
increase in learning hours
198%
rise in trained channel partners
33%
increase in trained sales representatives
25%
savings on sales training costs
From the classroom to the cloud
The high tech sector is undergoing a major shift as business customers increasingly prefer subscription-based models over traditional one-time purchases. This not only changes how products and services are marketed, but also how companies engage with customers and empower the workforce. As this transformation unfolds, business leaders—according to recent Accenture research—cite workforce upskilling as their most pressing challenge.
HP Inc. (HP) has taken a proactive step with the launch of HP University (HPU), where HP’s sales teams and channel partners develop critical skills to grow and thrive. HPU offers a blended learning curriculum that develops critical selling skills and deep product knowledge. A hub of sales, products, services and certification knowledge for more than 5,000 HP sales representatives and 50,000 channel partners, it continuously ties learning to performance.
Using data-driven insights for customized role-based learning paths, it is helping HP's sales approach transition from transactional sales to a solution and outcome-based selling. And has transformed its sales training program into an award-winning platform, that has earned numerous industry accolades, including 108 Brandon Hall awards.
Unified skill building, made personal
Working with Accenture, HP implemented a comprehensive approach that included skills and knowledge gap assessments, curriculum design, content development, training delivery, learning administration, and analytics. All these elements were implemented together to create an effective and cohesive training program.
A key focus of what we did was to connect what we sell with how to sell in a seamless sales learning journey. For example, an entry-level sales representative might begin with courses on negotiation, storytelling, and product knowledge. As they advance, they take on more complex subjects, such as relationship-building and handling high-stakes sales scenarios with C-level executives. The training modules, crafted with HP-specific examples and high-tech industry scenarios, make learning relevant and directly applicable to daily tasks and challenges.
The goal is to pivot to contractual-led sales conversations, build long-term, meaningful client relationships and turn every sale into a strategic advisory opportunity.
Sales training is the ultimate L&D frontier—where learning theory, innovation, and methodology converge to drive business impact. It’s the proving ground for skill development, business acumen, and product knowledge, ultimately measured by customer adoption and revenue growth.
Jivko Kirov / Senior Director, Sales and Partner Learning, HP INC
Learning unleashed
A 360-degree annual assessment of the sales teams maps year-over-year competency improvement, resulting in a 7% increase in quota attainment, suggesting that better training leads to higher revenue.
In HP’s fiscal 2024, 97% of sales reps completed at least one training session and were, on average, 12% more likely to exceed their quotas than their untrained peers.
Finally, HP now has full Intellectual Property ownership of the training content it developed with Accenture, which is being leveraged to train channel partners while reducing costs and improving the learning experience, globally.