Building World Class Sales Capability – Global “Sales Colleges”

Building World Class Sales Capability – Global “Sales Colleges”

Client Description

Global Consumer Electronics Manufacturer

Background

The client wanted to establish common global sales competencies, terminology and customer development/selling processes in order to develop world-class sales capabilities and to facilitate global career development.

Objective

Develop universal sales competencies, with clear and consistent behavioral indicators and proficiency levels that can then be developed into sales training to support employee development in each competency area. This sales capability training would be Globally deployed with a by country adaptation in the form of a “Sales College” incorporating specific required courses and methods.

TPG Approach

TPG worked closely with the client’s global go-to-market organization as well as with key country and sales leaders to align around 5 global sales competencies with 3 levels of proficiency that were based upon the needs and complexity of their customers. TPG developed, tested and refined a global “Sales College” that enabled participants to develop their skills to the targeted competency & proficiency level. TPG included a train-the-trainer migration plan in order to enable the client to sustain this comprehensive approach long-term.

Impact/Results

Enabled the client to introduce a World Class, consistent and comprehensive functional capability solution throughout the world. The results have been overwhelmingly positive and, most importantly, the impact has been evident with their customers everywhere.