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The stakes
In a context of rebranding, new commercial challenges and increased digitalization, our client is engaged in a profound transformation of its customer approach. While maintaining the specialized expertise of each of its teams, the challenge is to bring the VPs to work on a commercial posture that inspires them and their interlocutors.
The concrete objectives are to excel in client addressing, to reinforce a strategic partner positioning and to grow the teams, which are the lifeblood of the company.
These expectations required working with a partner who understood their business, embodied consultative selling and shared their definition of leadership. Our client also wanted to find a partner who was open to co-constructing a customized program in order to accelerate the adoption of their new sales approach.
2 additional challenges for us as a partner :
- This program is deployed in 4 regions: Northern Europe, Southern Europe, Australia and England. This requires that the program be adapted to local conditions.
- The program must be available in both face-to-face and distance learning formats.
Our proposal
Prior to the co-construction, the lead coach interviews ten or so N+1s to determine their expectations. The teaching team works closely with the client’s marketing team on use cases to optimize the appropriation of the tools.
With its expertise in leadership, impactful communication and crisis management, CA Consulting Group has developed a customized course that allows each trainee to find the keys to his or her Consultative Selling leadership. The course brings together a lead coach, an expert in theatrical techniques, a mental performance expert and an expert in difficult situations, a close-knit team that accompanies each trainee in his or her transformation and commercial success.
In addition, in order to ensure the sustainability of the learning process, CA Consulting has created a parallel program for top management.
Our approach
- A 2-month learning program
- An approach that combines training and coaching and that mixes collective work and individual reflection
- A lead coach who follows the learners throughout the course
- Experts by theme
- Local speakers
- Lots of practical applications...
The steps
- Step 1 - Digital Kick off
- Step 2 - 2 days of training built on 7 interactive workshops
- Step 3 - 2 collective coaching sessions in sub-groups with the lead coach
- Step 4 - 2 individual coaching sessions
The results
- NPS between 85% and 100%.
- RDVs leading to large-scale projects
- Co-construction of the next phase of the program with the University
- Course adapted to the directors to reinforce the transformation