Early Engagement Accelerator for Sales – Global Programme

Challenge

To develop the skills of experienced Kone sales staff, across multiple global offices, so that they are more proactive in engaging with customers earlier in the sales process.

Solution

We worked in partnership with the New Business Development sales team to develop a virtual, modular program that was fully interactive and incorporated customer case studies, role plays, discussions and individual reflection and learning.

In addition, in order to make the training as accessible as possible to multiple sales teams in different geographic locations, we created two approaches to roll out.

The first involved BLT trainers delivering the programme directly to groups of sales people. For the second approach, we developed a train the trainer programme in which we upskilled local sales experts to deliver the programme. As a result, we were able to ensure that all front lines were covered in a timely manner and programme content was fully tailored to reflect local business objectives, market conditions and ways of working.

Both approaches have been very successful and feedback has been extremely positive.