For a training to have lasting results, the connection between the training content and the challenges of the organization must be crystal clear. The goal of the training must be consistent with both the short and long-term goals of the organization.
This is something that Electrolux Professional has seriously considered in efforts to improve their sales process. The training journey started in their Swedish organization, where interest in the concept Operational Excellence became strong. The term signifies continuous development of a process that is already working well. Through new structures, deeper understanding of customer value and quality assurance, the process is improved even more.
The aim of a revitalized sales process is to bring back the excitement revolving around sales, to increase proactivity, to strengthen market positioning as well as to strengthen the brand. With this in mind, Passion For Sales was created. This was a comprehensive sales program including 8 days of in-person training lasting six months. Instead of separate unconnected trainings, the entire organization received the same toolbox and tasks to practice in their workdays.
”By designing a program that is adapted for the organization and its specific challenges, the participants desire to influence, strengthen and stick with the desired behavior increases”, says Christer Linde, Business Area Manager, Business Development at Mindset.
Results of the Electrolux Professional training have been very positive. Swedish market numbers show positive development with increased sales, better cooperation between sales representatives and retailers as well as a high degree of ROE, return on expectations. The concept is now used internationally within the Electrolux group and positive results can be seen there as well.
The most obvious results can be seen through increased sales and increased understanding of the whole organization as everyone is using the same tools and language.
”We look forward to continuing the trainings and to contributing even more to the strong position that Electrolux Professional has already established on the market”, says Christer Linde.