Finning CASE sTUDY

Client Profile

Finning is the world’s largest Caterpillar® equipment dealer delivering unrivalled service to customers since 1933. Finning sells, rents and services heavy equipment and engines to help customers maximize productivity. Operates in Western Canada, Chile, Argentina, Bolivia, Uruguay, Ireland and the United Kingdom.

The Opportunity

Finning identified opportunity to grow product support sales revenue and profitability as a viable ongoing annuity to complement cyclical heavy equipment and machinery sales. Client also saw an opportunity to up-skill front line sales management to develop sales people in order to drive performance.

Optimé Approach

  • Diagnostic of front line sales management capability and product support sales effectiveness
  • Design and delivery of customized, multi-year sales training & development program across Mining, Power Systems, General Equipment Line and Product Support sectors
  • Includes Front Line Sales Management leadership and coaching development program to sustain learning

Optimé Solution

A highly customized training program comprised of elements from our: Account Manager Development , Sales Coaching and Enterprise-wide Sales Development training programs.

Training Results

  • Strong participant engagement and alignment (80+% Top 2 Box Scores)

Business Impact

  • Contributed to best-ever product support business results and contribution to EBIT in 2010
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