Sandvik Coromant Sales Training | ImpactSales
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Sandvik Coromant Sales Training

Case Study: Sandvik Coromant

Custom-Designed Sales Training

The Situation

Sandvik Coromant Sales Academy offers several sales and product training solutions for internal sales team members as well as their distribution channel of more than 1000 companies.

 

Sandvik utilizes Consultative Sales Certification (CSC) to train veteran team members whom have already participated in Sandvik’s Value Selling program.

 

Sandvik’s Value Selling program is designed for new sales professionals as well as distribution partners. Typically this program is taught live. Sandvik wanted a means delivering this core training more efficiently and timely. It was essential that all sales team members were trained on this model as this communicated the Sandvik model and method of selling.

The Solution

Impact Sales converted Sandvik’s existing Value Selling program into a highly interactive asynchronous e-learning program.

 

Participants follow a client and three sales people throughout the sale. As they learn new skills, they watch interactions between the sales people and client and rate the sales team members on who they think demonstrated the skills best at each juncture.

 

In the end, one salesperson wins and the participant has completely been immersed in the Sandvik Value Selling process the entire way!

  • “Our Value Selling program was created internally by our technical team. Impact Sales did an outstanding job learning our process and adopting it to an interactive e-learning format. Not only did this provide broader reach for our training audience, they improved our whole process which we will incorporate in all Value Selling Training conducted in the future.”

    John Jacobsen – Education Director – Sandvik Coromant

The Results

Exponential reach – Ability to train a couple of hundred a year to the ability to train thousands.

 

Consistency in training message with internal team members and with distribution partners!

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  • Included in the Program:

    • Custom-designed e-learning
    • Redesign Live training into e-learning
    • Evaluation Strategy and Analysis
    • Self-Evaluation Tools
    • Train the Trainer and Coaching Materials
    • Blended Learning Strategy