A Recent Case Study- Global Mobile Devices Manufacturer

Situation

A Global competitive procurement exercise was undertaken by a World Leading Mobile Devices Manufacturer to find a strategic sales training company to deliver a competitive advantage through training in sales, service and management. The Mobile Phone Manufacturer had previous dealings with other training companies with only marginal success. Subject to a continuous rigor of audit and measurement the company contracted CMCGlobal.

Objective

Our first training roll out was more a proving ground to test our abilities in the most challenging market. We set our own simple and unprecedented first year target:

• To create innovative training methodologies

• Reverse negative recommendation rates

• Grow sales by 15%.

Actions

• We began by conducting extensive due diligence and by understanding the service, product, competitor activity and the sales environment

• We then created original content in collaboration with the client based on our expansive understanding of sales, instructional design and the needs as determined by the research

• We then tailored this content on a market by market basis to cater to the idiosyncrasies of each territory

• We then either trained and certified our client’s trainers or trained the sales staff directly on the how to articulate the value proposition in a consistent and memorable manner focused on understanding customer needs

• We then worked together to audit sales, provide strategic insights and measure and manage growth

Results

• We ended up reversing recommendation rates and growing sales by over 30% in a flat market

• We were then invited to repeat this success story in a subsequent market, which we did - and then another and again and again in new and challenging markets

• Three years later and we now train this company exclusively to over 20,000 sales representatives, customer service teams and managers across the globe - all using content that was created from scratch by CMCGlobal in collaboration with the client

To find out more about CMCGlobal, go to About Us, Our Services and some of Our Testimonials.