Membrain, the sales enablement CRM, will be used as a key teaching tool for the next generation of sales professionals
Charles Ragland, Executive Director for the Center for Global Sales Leadership (CGSL) at Indiana University’s Kelley School of Business, announced this week that his department will begin using Membrain, the sales enablement CRM, as a key teaching tool for the next generation of sales professionals.
Ragland says the software will be used in a variety of ways to improve research and learning and will strengthen corporate sales recruitment partnerships.
“We’re currently working on building parts of our curriculum within the software,” says Ragland. “It allows us to embed best practices inside a simulated sales process that guides students through their training and provides resources and assistance on an as-needed basis.”
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Ragland explains that CGSL attracts many of the brightest students in the nation who already possess a solid understanding of basic business principles. Membrain will allow them to move through course material at an accelerated pace while improving retention and mastery of more advanced concepts.
“We prepare our students to deal with complex accounts with multiple buyers and influencers,” says Ragland. “Membrain provides an excellent platform for students to plan and simulate the management of complex, value-added B2B sales. Using Membrain, they will develop the sales process around how their customers buy, and assess and organize the resources and information available at each stage. It’s unlike any technology we’ve used before and the first we’ve considered using in this way.”
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Ragland also hopes to use Membrain to gather and analyze data for academic sales research. Many of the nation’s top corporations already partner with CGSL to develop sales curriculum and recruit sales professionals. Using the Membrain platform, Ragland envisions future joint projects with corporate partners to design and conduct research with both academic and practical business value.
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