A Coaching Resource For Sales Leaders

Situation:

A global commercial operations center of excellence sought a coaching guide for regional sales leaders, to support their retail salespeople in local negotiations.

Problem:

The company’s large retail sales force were highly decentralized and had conducted training in negotiation on an ad hoc basis. They lacked a common approach and framework for learning from another and for working with regional and global leaders and stakeholders.

Action:

We developed a negotiation coaching guide that provided a core process model and illustrated key concepts, aligned with the company’s existing negotiation framework, and with empirical research. The guide provided concrete, realistic examples for each concept to help learners connect it to their diverse retail environments.

Result:

The guide and other teaching materials helped the company to save substantially on training costs, by building in-house capabilities and materials that could be used globally over many years.