We just completed a one year long engagement with a leader in the Energy sector to help their teams transforming technical marketing training material into a usable Slaes Training curriculum.
Most of the lage industrial groups do have great existing technical and marketing presentation material that is not used widely enough. Areva decided that in order to train their Sales on how to position in early sales stages on large strategic deals, they needed e-bda expertise.
Our project consisted of :
- understanding the business objectives
- establishing a list of the key learning objectives
- creating agenda for the training
- guiding the stakeholders , mostly from a marketing background to make their material "sales compatible"
- creating role plays exercises, elevator pitches ..
- moderating and facilitating the pilot courses
- contributing to the instructor manual design
The experience has been extremely contrasted since some stakeholders adopted our sales recommendations immediately and some others demonstrated resistance to change.
Eventually, participants found extremely useful the sales training they attended and 94% of them would recommend it to colleagues in the field.
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