THE CHALLENGE

Digital training as cost-effective and just-in-time learning for all countries and partners in order to reduce costly attendance training.

Translated into practice, it meant:

• The training format should be able to be rolled out widely without major travel and time costs.
• The content should be relevant across markets and could be taken when the need arises (just-in-time).

THE SOLUTION

1) Tailor-made digital training modules

• The modules are aligned with the global commercial organization and are based on a targeted content mix:
• Product knowledge – so the value and application of the product meets the customer’s needs.
• Sales knowledge and sales strategy – so that methods, tools and language become common.
• Existing + new materials – to preserve the best and close gaps.
• Clarification in messaging – so that USPs and value propositions are communicated consistently.

2) Blended academy

• The digital modules are complemented by commercial training in a blended format:
• Workshops – for joint training on sales methodology and tools.
• Leadership development – so that management can support, demand and embed the the new practices.

3) Availability and lifetime

• Across time and place – so learning can be completed, repeated and reinforced at your convenience.
• Long-term durability – so that the content can live for a long time and support onboarding and upskilling on an ongoing basis.

RESULTS

• Common sales toolbox → digital modules + workshops that standardize concepts and practices.
• Understanding the markets → content and training that frames the market dialog on the same basis.
• Match on products → message clarification + USP training directly linked to product knowledge.
• Training across time and place → digital format that is just-in-time and can be used globally.
• Longevity → modular content that can be used again and again for both new and existing employees.
• Cost efficiency → digital first to reduce expensive attendance training.