Client Profile
The world’s largest Caterpillar equipment dealer delivering unrivalled service to customers since 1933. The company sells, rents and services heavy equipment and engines, to help customers maximize productivity. They operate in Western Canada, Chile, Argentina, Bolivia, Uruguay, Ireland and the United Kingdom.
The Opportunity
Client identified opportunity to grow product support sales revenue and profitability as a critical ongoing annuity to complement cyclical heavy equipment and machinery sales. They needed a partner to help them up-skill their front-line sales management, in order to improve the winning ratio of its salespeople and drive stronger performance.
Our Solution
Sales Training & Development program
Our Approach
Diagnostic of the front-line sales management team’s capability and product support effectiveness. Design and delivery of customized, multi-year sales training & development program across Mining, Power Systems, General Equipment Line and Product Support Sectors. Also includes front-line Sales Management Leadership and Coaching development program to sustain learning.
Results delivered
- Our training program contributed to best-ever product support division’s revenue results.
- Strong participant engagement and alignment achieving (80+% Top 2 Box Scores) in the post training survey.
