Case Study: Global Machinery Manufacturing Company builds a comprehensive sales learning journey with Infopro Learning

Comprehensive Learning Journey for a Global Manufacturing Company

The client, a leading global machinery manufacturing company, faced significant challenges in preparing its sales force for effective customer conversations. With no formal training for 59% of its salespeople and only a quarter feeling marginally prepared by onboarding, the company needed to build expert-level proficiency in customer-centric selling. They partnered with Infopro Learning to create a comprehensive, world-class learning journey for all roles to support their goal of becoming long-term value partners for their customers.

Infopro Learning conducted a learning strategy exercise and utilized its REAL SALES Model to build a framework called 'The Learning Path'. This solution covered the entire sales lifecycle from onboarding and certification to continuous learning, developing a course curriculum for all roles. The outcomes were measured across four perspectives: user experience, assessed results, behavior change, and business results, which included improvements in areas like sales success, speed-to-proficiency, and attrition rate.