A multinational industrial gas supplier’s Asia-Pacific division conducted office and field visits throughout its regional salesforce. After analyzing its current ways of working, local sales strategies, and client interactions, the organization observed several behavioral gaps. To equip sellers to better meet clients’ needs, the organization partnered with BTS to design and deliver an interactive learning journey that would build sellers’ skills and mindsets, as well as managers’ coaching mindsets and skills.
The resulting program would enable 120+ of the organization’s sellers and sales managers across six countries. The virtually facilitated program included two separate learning journeys, which were facilitated in four languages:
An Account Manager journey, which enabled participants to:
A Coaching journey that featured 1:1 coaching sessions on:
Throughout both journeys, participants experienced 15 virtual touchpoints.
The Account Manager journey produced the following results:
The Coaching journey produced the following results:
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