Implementing World Class Sales Strategies

CLIENT: Major Global Airline: raise the level of sales skills ... multi-cultural ... high pressure environment ... action learning ... accreditation.

The airline saw a need to raise the level of sales skills in its large, multi-cultural, global sales force operating in a high-pressure environment.

Our solution was to design a course that involved open learning text in conjunction with CD-ROM, an action-learning programme and a series of workshops.

The result was a marked improvement in the performance of sales staff across the world, many of whom managed to exceed increased targets in a market with severe pressure from cut-price competition.

The outputs of the action learning programme were so significant and relevant to the business need that the programme was deemed eligible for accreditation by the Institute of Sales and Marketing Management (ISMM). Members of Hiltrain's team were pleased to arrange this accreditation and to verify course participants' progress prior to certification.

The head of the sales training team said of our contribution: ‘It is clear that you have enabled us to make a step change in the professionalism and performance of our people'.