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Case Study: Salesforce Development Program

Client

A major manufacturer and distributor in UAE

Situation

Client required the development of a comprehensive salesforce enhancement programme which included the introduction of improved measurement tools and supervisory processes to measure, train and coach salesmen on personal performance and to bring non-sales performance criteria into the organisation.

Testimony

We retained 4thwave to undertake the delivery of a staged training program for the team of sales supervisors across our sales and distribution network in the markets of UAE and Oman. We found 4thwave's training methodology to have a very positive impact on the participants and we have found the overall standard of work by 4thwave to be very professional, thorough and detailed. We found that the quality of content and the style of delivery of the training provided practical and pragmatic solutions and are not all academic in style or content. The concepts delivered by 4thwave have been easily and quickly integrated into the organisation’s sales operations. The 4thwave program has helped to improve the focus behind measurement and improvement in the standards of merchandising and execution in retail stores and the quality of coaching and training undertaken by the teams of sales supervisors with their teams of salesmen. 4thwave senior managers demonstrate a grounding understanding of the realities of the business environment in selling, distributing and executing into retail channels in these markets, and related to this through the solutions provided. We were particularly impressed with their approach to training with follow up to ensure that the training was infact making a difference.

Case Study: Distributor Development Programme

Client

A major blue-chip FMCG Brand Principal

Situation

The client company wished to up-grade third party distributor selling competencies across the GCC. Salesmen had received sales training previously which lacked retention or impact on sales results.

Gameplan undertook an assessment of current salesforce competencies and working routines and identified unique barriers to enable salesmen to be more productive and achieve greater sales results. A fully customized training programme was design and implemented, which was designed to educate, train and build confidence in salesmen to overcome the barriers and in addition, to train supervisors in post-training follow-up and measurement of expected behaviour changes in salesmen.

Client testimony

I used Gameplan on several occasions to train Field forces of our distribution business partners in Saudi Arabia during my time as GM for this market. If you are serious about training i.e. define specific objectives, track implementation and train skills that work in the reality of the in-market situation, then Gameplan can develop and deliver highly impactful content, measurement and training delivery methods. Definitely a reliable, effective training solutions provider.

Case Study: Manufacturing Sector

Client: A UAE technology Manufacturer and distributor.

Situation: The client asked Gameplan to conduct a series of training programs to improve the selling and negotiation skills of its sales force and Managers. The first of 3 courses was conducted in June 2014. This was a selling skills program. During the second program, which was negotiation skills and which ran in July, one of the participants received some great news.

The client in the middle of the training received an email, which was a purchase order for $500,000. The order was from a customer in Africa.

Client testimony:

I congratulated the team on receiving the order and it was quickly pointed out that this originated from a complaint from the customer who threatened to stop the order and business with our company. The Sales director was quick to mention this because of the training received from Gameplan in June helped to achieve the order.

The sales director said: “I was about to respond to the customer’s complaint in the usual fashion and be quite stern with him. Then I remembered that in the training with Gameplan we covered persuasive selling and the use of customer benefits to sell our products. I responded to the customers compliant, outlining the commercial benefits of working with our company and identified all of the added-value services we provide that differentiated our company from competitors. I wouldn’t have contemplated selling and communicating in this way if it was not for the training we received. This helped in us receiving a big order worth $500k in the face of competitor proposals.

One of the Managers was quick to point out to the Sales director that they have got a huge return on investment from the training with just one order.

Sales Director.

Case study: FMCG Sector

Client: A major blue-chip FMCG Brand Principal

Situation: The client company wished to up-grade third party distributor selling competencies across the GCC. Salesmen had received sales training previously which lacked retention or impact on sales results.

Gameplan undertook an assessment of current salesforce competencies and working routines and identified unique barriers to enable salesmen to be more productive and achieve greater sales results. A fully customized training programme was design and implemented, which was designed to educate, train and build confidence in salesmen to overcome the barriers and in addition, to train supervisors in post-training follow-up and measurement of expected behaviour changes in salesmen.

Client testimony: I used Gameplan on several occasions to train Field forces of our distribution business partners in Saudi Arabia during my time as GM for this market. If you are serious about training i.e. define specific objectives, track implementation and train skills that work in the reality of the in-market situation, then Gameplan can develop and deliver highly impactful content, measurement and training delivery methods. Definitely a reliable, effective training solutions provider.

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