Division Through Simulated Training

Client: Hewlett Packard Enterprise
Division: GreenLake
Duration: 3 months

Overview

GreenLake, a division of Hewlett Packard Enterprise (HPE), delivers flexible cloud solutions using a consumption-based model. While the technical strength of the GreenLake platform is well established, HPE recognised the need to further extend their sales force by developing the sales capability of their Customer Success Managers.

To support this, GreenLake brought in expert sales coach Raimond Volpe to run a structured sales coaching and sales training program. What followed was a three-month journey that included individual coaching, group workshops, simulated training, video analysis, live showcases, and constant feedback. The result was a dramatic uplift in confidence, clarity, and consistency across the Customer Success Managers.

The Challenge

The GreenLake sales environment is complex and consultative. Selling requires the ability to understand business drivers, interpret technical needs, and confidently communicate tailored solutions. The leaders of the division, Troy Classon and Scott Minogue, identified that while the teams had talent, they lacked a consistent sales structure and the ability to articulate value clearly under pressure.

Two distinct teams were selected for the program, each with varying levels of experience. Some individuals were relatively new to the business, while others had years of experience but needed to refresh and refine their communication style. The aim was not just to improve knowledge, but to change behaviour.

The Approach: Sales Coaching, Sales Training, and Simulated Learning

The program, led by sales coach Raimond Volpe, ran over a three-month period and followed a progressive, immersive structure designed for long-term behavioural change.

1. Planning and Alignment

Raimond worked directly with Troy and Scott to define the skills and communication styles that were expected at GreenLake. Together, they developed real-life sales scenarios, feedback frameworks, and coaching plans tailored to the challenges their teams faced in the field.

2. Group Sales Training Workshops

Sales training began with group workshops focused on core communication principles, including:

Leading a conversation with authority and empathy
Structuring a sales call using a value-based approach
Mastering objection handling without sounding defensive
Building trust and influence through tone and delivery
Asking better questions to uncover true business pain points

Each session included interactive roleplay, peer feedback, and coaching from Raimond to ensure immediate implementation of the skills.

3. One-to-One Sales Coaching

Throughout the program, each participant received personalised sales coaching tailored to their communication style, confidence level, and current challenges. These sessions were used to:

Refine individual presentation delivery
Improve listening and response techniques
Work on mindset, belief, and personal leadership
Break down specific sales calls for review and improvement

This one-to-one coaching helped accelerate each person’s growth, building confidence while reinforcing structure.

4. Simulated Training and Recorded Roleplays

A key feature of the program was simulated training. Each individual practised real customer scenarios in a controlled environment, with the sessions recorded for review. These simulations mirrored actual customer engagements, allowing participants to test their ability to lead the conversation, respond effectively, and communicate value.

The video recordings became a powerful tool for feedback, comparison, and development across the three months.

The Final Showcase

At the end of the program, each team member participated in a live showcase. This was a formal simulated sales call, observed by senior leadership including Troy Classon and Scott Minogue.

Participants were expected to demonstrate everything they had learned by presenting to the panel as if it were a real client scenario. These showcases were recorded and compared to each person’s original performance at the beginning of the program.

The difference was astounding.

The transformation in tone, structure, confidence, and clarity was immediately visible. Participants had developed not only better sales techniques, but stronger presence, poise, and customer engagement skills. They were no longer reacting to conversations but leading them.

Reviewing the Results

After reviewing all the video footage from the start and end of the program, the results spoke for themselves:

Participants had dramatically improved their communication structure
Objection handling became clearer and more composed
Sales calls showed better flow, rhythm, and confidence
The team were visibly more aligned, more cohesive, and more capable
The quality of customer conversations had risen significantly

The combination of sales coaching, sales training, and simulated training produced outcomes far beyond traditional classroom-based learning.

Feedback from Leadership

Troy Classon and Scott Minogue remained closely involved throughout the process. Their leadership and commitment to regular check-ins, scenario planning, and support were instrumental to the program’s success.

“The final showcase clearly demonstrated how far everyone had come,” said Troy. “From the very first session to the final presentation, the difference in structure, delivery, and mindset was impressive.”

“We could literally see the transformation,” added Scott. “Having video recordings from day one through to the end gave us proof of progress. The team are now more confident, more prepared, and more consistent.”

Conclusion

This program proved that with the right sales coach and program , supported by structured sales coaching, sales training, and practical simulated training, real transformation is possible.

For HPE’s GreenLake division, the result is a team that not only speaks with more authority but sells with greater confidence and clarity. The program created alignment between individuals, improved the sales journey, and empowered each participant to perform at a higher level.

This is what happens when sales training moves beyond theory and becomes real, lived experience.

To transform your team through proven sales coaching and simulated learning, contact Raimond Volpe at Dynamo Selling today.

Case Study: Hewlett Packard Enterprise – Sales Coaching Transforms GreenLake