Case studies – KONE

Objective:

To develop and rollout a global sales skills development programme that would enable sales people to communicate value, differentiate from competitors, protect margins and increase sales.

Context:

KONE is a global leader in the elevator and escalator industry and in 2014 had over 47,000 employees and annual net sales of EUR 7.3 billion.

Approach:

Worked in partnership with the global Sales Development team to develop a programme containing 2 modules that would be delivered internationally in multiple languages through a combination approach of BLT trainers and internally selected KONE sales experts. 

Results:

Feedback from both participants on the programme and sales managers has been positive and we have already identified many sales successes from the participants.