Sales and Sales Management training for 500+ people across Asia.

Exported to Europe, Africa and America 2015 and onwards.
Hitachi Construction Machinery (HCM)

“From my personal experience, Cegos trainers are terrifically engaging, knowledgeable and inspiring Master Facilitators and Sales Coaches. The proposed approach to personalizing sales, business development and relationship building activities paired with the easy-to-digest and contemporary, practical and highly workable solutions, has resonated well with our sales teams whose success is reliant on establishing trust with their clients and future business partners”

– Simon Poh, Managing Director Hitachi Construction & Machinery Asia Pacific


 

CONTEXT

  • HCM is a global leader in the area of construction machinery, (hydraulic excavators, wheel loaders, off-road dump trucks …) HCM wanted to boost sales skills across their Dealer network, supported by upgraded sales management skills to keep the learning fresh back in the workplace and more rigorously manage and support performance.

ASSIGNMENT

  • To build up 2 highly customized blended programs :
  • “New Selling Essentials” for sales people, dealers, cross functional groups (4 day event) – both Parts and Machinery
  • “Sales Management Excellence” for sales directors and managers (3 day event)
  • including:
  • 180 / 360 assessment on Sales and management skills
  • eLearning modules
  • Executive Coaching for Hitachi identified “Talent”
  • To organize the rollout and deliver the programs in 5 languages across Asia Pacific including Japan, China, Northern Europe, Africa and America over 3 years

RESULTS

  • 500+ personnel are attending the training across the globe
  • High participants satisfaction rate: Net Promoter Score is currently 9.2
  • Smooth training deployment thanks to Cegos international project management & active support to training administration

BENEFITS

  • Shift from product selling to solution selling
  • Sustainable sales performance improvement thanks effective transfer to the workplace supported by the sales managers
  • Aligned approach across borders

KEY SUCCESS FACTORS

  • Active sponsorship by HCM CEO and APAC MD
  • Engaging pedagogy, best in class sales practice with highly customized contents:
  • “good mix of role play and theory”;
  • “many useful tools to support the sales and customer approach”;
  • “training content very relevant to HCM business”
  • Cegos think global learn local approach

What our clients say about us – RICS

As a leading global provider of e-learning content, with a real understanding of our business, Cegos were a natural choice of supplier to partner with to populate our in-house Learning Management System (LMS) and grow our online CPD offering.

Pierpaolo Franco

Global Director of Training Products, RICS

What our clients say about us – Total

At Cegos, we found all the skills necessary to design this bespoke training module. The Cegos team demonstrated strong engagement, professionalism and availability to make the project a complete success.

Patrick Antoine

Manager, Total Digital Academy

What our clients say about us – Nissan

We chose Cegos for its ability to provide guidance and support on aspects other than training expertise. This team of motivated, responsive professionals was able to satisfy our request for greater participant engagement and attentiveness, using a fun but effective approach to training.

Nadine Vienne

Section Manager Network Training and Sales Method, Nissan

What our clients say about us – Hutchinson

We decided to set up the Purchasing University to build our function's professional skills and develop a common set of standards and tools. We chose Cegos to be our partner in this initiative, which gives us the added advantage of being able to design new training modules to meet the demands of a fast-moving international market.

Pascale Garois

Hutchinson Group

What our clients say about us – Sun Chemical

Working in partnership with Cegos allowed us to bring about a real change in attitude to value selling across the group. The training they provided was a real eye-opener for many of the staff, and supported a company wide drive to build better long-term customer relationships.

Mark Frost

Commercial Director, Sun Chemical

What our clients say about us – Berendsen

We had already put in place LEAD Development Centres for our senior leader group, and it was very important to introduce Centres that would work for our large population of Plant Managers across Europe. Cegos have been excellent partners in helping us get the design right, and then in the delivery of lively, action learning based programmes. I have greatly enjoyed seeing our managers have ‘light bulb’ moments!

Chris Thrush

Berendsen Group Director, Human Resources

We'd love to hear from you

+65 6980 2973

+65 6980 2973

08:00 - 17:30 Monday to Friday