The PRiSM program aims to create a future talent pool of sales professionals through internal transfers of competent and tenured Wipro employees interested in moving into sales roles. The objective is to provide training to increase sales readiness and accelerate the transition to sales. The structured 8-10 week program includes a 6-day classroom training on sales skills and tools, a 4-6 week on-the-job assignment with support from mentors, and a final presentation and assessment. The goal is to prepare participants for placement in suitable sales roles following successful completion of the program. Testimonials from past participants highlight the valuable skills and experiences gained from the training.

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2. Contents
About PRiSM Program 1
Objective of the PRiSM Program 3
Overall Program Structure 3
Redeployment 4
Testimonials 5

3. 2
Why PRiSM?
Time and again, our customers express the desire to work with people who understand the Wipro
Way, the Wipro culture, and who have long experience in helping our clients succeed. Laterally-hired
experienced sales people need significant time to ramp up, affecting customer connect and
confidence. We need a smart and sustainable way to address this challenge. PRiSM is that solution.
Objective of the PRiSM Program
PRiSM aims to create a future talent pool of sales professionals through internal transfers of
competent & tenured Wipro employees, aspiring to move to sales. We believe that such individuals
will be best suited to address growing needs of the customer - the fastest.
In order to prepare this talent pool for success the objective will be to provide a learning
environment to increase sales function readiness and accelerate time to transition in a sales role.
These trends strongly indicate that tenured Wiproites can tilt the balance in our favor.
Using a structured training program, tenured employees can be equipped with
powerful sales skills and their rich Wipro experience can be leveraged to gain
customer confidence.
45%
10%Only
of sales people deliver
value & impact as desired in
a sales conversation, executive
buyers have found
of revenues in the B2B
areas are being contributed by
non-sales functions
professionals in the or-
ganized sector are involved in
selling directly or indirectly

4. 3
Phase-2: On-the-job Assignments
After the classroom program, each of the participants will
undertake a 4-6 week long on-the-job assignment to be
completed alongside the participants business as usual work. These
would be real live assignments which would help the participants apply some of the
key learnings from the classroom sessions, reinforce the concepts and prepare them
better for sales roles.
The on job assignment will be real live business case, topics for which will be given by the
nominating unit. Some examples of topics are (a) Creating a new opportunity (b)
Building a business case for an existing or new solution for cross sell/ upsell (c) Capturing
A 6 day classroom-based module to build critical sales skills,
competencies and knowledge of vital tools, sales processes and
techniques. The program includes sessions like Building Executive
Presence, Power Messaging, Revenue Storm, Demand Creation and sessions on legal and
pricing, A detailed agenda will be shared with participants closer to the program. Before
the classroom module, participants would need to mandatorily complete specified
e-learning programs, to derive the best learning out of the classroom sessions.
Interactions with experienced faculty and senior leaders during the training makes the
experience an enriching one during this 6 day program.
Phase-1: Classroom Training
The Overall Program Structure
The program is structured across 3 phases, with a duration of
8-10 weeks.

5. 4
This is the presentation & assessment phase. The 4- 6 week
assignment completion will be followed by a presentation to a Senior
Sales Leader at the end evaluating the participants on their assignments and
sales job readiness. Participants who clear the overall assessment would be placed into
suitable sales roles after completion of the program.
Phase-3: Presentation &
Final Assessment
competition business (d) Penetrating a new CBU in the customer account (e) Expanding
Wipro services portfolio (f) Pitching leading edge solution/services portfolio (g) Hunting
new accounts in a geo/vertical/region etc.
Participants will have support from nominated Mentors from their respective units and
a Master Sales Coach from the Global Sales Enablement team, who will help define the
scope and final deliverables from the assignment. The desired outcome for the
participants will be to develop & deliver real life business cases, POV, Customer facing
interaction tools etc. using the Wipro Selling System
During this phase live webinars would be organized, where participants will get to learn
from experiences of sales /business leaders. It is the live ongoing coaching tips provided
during the execution of the assignments and insights from leaders during this phase,
which will make the overall learning holistic and practical.
Selection to the final redeployment talent pool is based purely on the merit of the participants as
evaluated during the assessment phase and contributions during the entire program.
The nominating BU/SL will be primarily responsible for identifying a suitable role for the talent pool
and enable redeployment by Q3/Q4 FY17. However, if there are no suitable opportunities within
the nominating BU/SL, then possible redeployment options would be explored in other BU/ SLs.
Redeployment Post the Program

6. 5
I want to first start by thanking all for the privilege and opportunity to consider me for the PRiSM
program. Amazed to see a formalized sales training program/methodology for Delivery team members
to move into Sales. This was one of the best trainings I have ever attended in Wipro. The venue,
materials & facilitation were outstanding. Each session was designed carefully and executed with lot of
passion & focus on people. My fellow participants were amazing and I learned a lot from their insights.
I recommend this training to anyone aspiring to move into Sales from Delivery/Pre-sales.
Special Thanks to Megha & Neha for helping to coordinate. Sincere thanks to Atiq Syed for coaching
me during the assignment and providing a lot of insights from his experience.
Agneeswaran Gurusamy, Consumer
AnirbanTalukdar, GIS
The overall training was an eye opener as it has helped me personally to understand the right approach
using Revenue Storm and some of the Wipro tool sets and best practices across all service lines. The
33 member team, Abhijit, Amar, Megha and Atiq made this program rich due to the several years of
customer facing experiences which cannot be documented in words here. I felt this program has made
me ready for the next role in Sales. There are several learnings and the key were on Revenue Storm
tool set usage, Abhijit’s tips on leadership and team mentoring during deals and sales cycle as well as
the tips from Amar and Atiq were immensely helpful on some of the common mistakes that we see
and how to avoid them.
I believe this program gave me the right approach which I personally have found extremely helpful for
some of the deals that I have converted in the last 2 months post the program i.e. in the tune of US$
0.5 Mn business for Wipro.
Hear from your colleagues who have attended the first PRiSM batch
Testimonials

7. 6
PRiSM has been one of the most enjoyable and valuable courses I have taken in a long time. This training
program is not only enlightening, invigorating and informative for someone like me who always aspired to
be a part of the sales team but is also one which brings about a sense of camaraderie and leadership.
The 6 day residential program construct provides a very holistic view of how the market has matured in
terms of services outsourcing and how one needs to address it to continue to stay relevant in this
competitively ruthless 21st century. The key learnings for me included simplified Power Messaging,
personality traits, Revenue Storm tooling, team building and common business etiquettes.
What also continues to keep me coming back for more is the ongoing interlocks this program provides
with some of the senior sales leaders in person and through webex and also the ongoing mentorship that
one gets from the sales coach (Atiq in my case) on almost any problem that you could have under the sun.
Needless to say, the entire program scheduling, communication and logistics were just spot on.
Gaurav Kumar Gautam, Communications
A big thanks to my organization, senior leaders for providing this platform for delivery people to
emerge as business leaders. This program has changed my perspective towards handling the customer
and look beyond the contract deliverable and step up to become a business IT partner, which is
generally a vacant position in most of the accounts that I have witnessed. The kind of focus senior
leadership (Abid, Bhanu, Saurabh, Amar and Rajan) had given to program including Mr. Abhijit Bhadhuri
spending 2 days with us followed by Revenue Storm training provided an excellent learning curve and
the big leap an aspiring leader would want in his career. Not to forget the evening surprises, fun filled
learning with the professional drama group organized by the HR, which provided a new perspective to
conversation, a key to winning the customer. Atiq and Ramesh provided brilliant insight on Power
Messaging and knew where delivery and presales people would get stuck in the new learning
environment. The icing on the cake is the design of this program which ensures that you are successful
in your pursuit.
Jasvinder Singh, India & Middle East

8. 7
I felt that a lot of thought and effort had gone in to designing the program and ensuring it had the right
level of funding and management buy-in. As a result what was delivered was a focused program that
armed the individual with enough to explore their abilities in the area of sales and decide areas of
strength and those requiring more focus.
The program also had a good balance of regular classroom sessions and other activities that go into
developing a sales resource. Expect to cover a lot in a short time, and yet walk away with enough
ingrained awareness and availability of resources to execute your first sales task.
The classroom program and the other programs as part of the residential trainings serve to develop an
awareness of the basics, the webinars made it more Wipro and tool specific and finally the assignment is
to let yourself know on how much you have progressed and how much more there is to learn.
Following the program and the assignment I feel sales aware and ready to attempt sales assignments. I also
feel like I know of areas that I would like to observe in myself and in the sales process that I could learn
from and fine tune to doing sales in a manner where I am comfortable and at the end of the day
successful.
Kedar Gangadhar Poonja, ENU
7
It is not the tools, methodologies or the curriculum, but the vast experiences and true case studies
from the coaches that differentiates PRiSM.
PRiSM provides a unique channel to network, learn and implement learnings in a live environment.
The coaches were always supportive and were great mentors through this journey. I had a great
learning experience through this program and I look forward to embarking on my successful sales
journey here on.
I congratulate the whole team behind this program and thank them for structuring and implementing
a true learning initiative.
Krishna Mandalika, ENU

9. 8 8
Selling involves convincing customers to change to remain competitive in the marketplace and creating
unique value propositions that are relevant to customers and superior to competitor offerings. PRiSM
helped me to refine messaging around ‘Why Change’ and ‘Why Wipro’.
We learnt multiple tools to qualify the opportunities better and techniques to manage different power
positions in client organizations.
Overall a wonderful program for folks aspiring for a career in selling!!
Manas Nayak, Analytics
Content and presentation by the facilitators was consistently of high quality and engaging. I feel that all
the techniques used, the methods, the videos/PowerPoint were extremely good.
At no point did I feel that the training was “long” or “dragging on”.
I personally feel that Power Messaging and Revenue Storm sessions were very good and it entirely
changed my perception about selling.
This was one of the best programs I have attended in Wipro till date.
Saravanan G, India & Middle East

10. 5
PRiSM is a fantastic program for the people who aspire to get into sell side of the business. It empowers
you to understand the large domain expertise that we have in Wipro. It also helps you make connects
that will help you perform the role with confidence.
Personally for me, it was an enriching experience as I was able to combine my learnings from Presales
into the whole process and achieve the desired results. I wish this program would have been launched
few years back and would have given wings to people like me.
Thanks PRiSM team for coming out with this initiative.
Sourabh Sarin, BPS
The PRiSM program was a very good learning experience for me which I think is continuing for all the
participants even today. Although the classroom based training sessions were for 6 days, but the team
went through online courses and evaluations before getting together for the sessions which was further
followed by webinars for continuing leadership connect and learning.
While trainings such as Revenue Storm and Power Messaging gave good insights into structured
demand creation and creating effective business pitches, it was really the experiences and guidance
shared by faculty during the sessions which made it really interesting, insightful and helpful. They took
many real life cases and walked through associated strategies, outcomes and learnings which I could
relate with many of my previous and ongoing pursuits also.
Also there were many leadership connects planned both during and following the training which helped
in understanding and appreciating the vision and strategies used by our business leaders further and
gave important pointers for success.
I brought back many new ideas, strategies, tools and techniques with me that are already helping with
ongoing pursuits. Another major advantage was getting to know so many amazing colleagues and
advisors across Wipro. We have already started helping each other in our ongoing pursuits.
I would really recommend this program to anyone looking at honing their selling skills further.
Tukun Chakraborty, PES

11. 6
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