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| Shell Africa (Commercial Lubricants) |
| Critical Issue: With the recent introduction of a Competence Development Framework, Shell were experiencing difficulty in shifting Line Managers from the old style management to more of a leadership/coaching role. They were recruiting their top sales people into sales management and immediately took revenue hit because new Sales Managers were lacking the relevant skills to manage and develop their team’s potential. |
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| Reason: They identified that there was little difference in behaviour viewed post programs, and the cost of training in a continent like Africa (because of geographic spread) added 40% onto training investment. |
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| We Provided: The Sales Activator® to each Sales Manager to enable them to coach and develop their teams |
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| Result: Salespeople learned without realising and gained the additional benefits of learning from salespeople with years of experience. |
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| Immediate savings of training budgets because less courses were required. Increased competence of overall sales performance (as assessed by internal assessors). |
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| Testimonial: “I just wanted to let you know that I think The Sales Activator® is brilliant. In my opinion this product could change the face of learning in the future. I have almost come to a conclusion that we waste our money and time training, no matter how good the program/consultant, and for the following reasons: |
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