Client : B to B services business with $ 25 billion revenue.
Context : The salesforce must promote services involving more complexity, in a tougher competitive environment.
Objective : Adding to the sales training courses, which are already very professional, a high level training course aimed at the very best sales managers and reps.
Our role : Designing and implementing an innovative process consisting of one day of live individual assessment and two days of intensive practice, on the subject of leadership skills applied to sales.
Results : training evaluation resulted in the highest satisfaction level ever reached in the company

Client : Leading car manufacturer.
Context : A new CRM software has been implemented at the regional level. Sales managers initially consider this tool as "bureaucratic".
Objective : Convincing sales managers that this new tool gives them the opportunity to provide more added value to their sales reps, through upgraded activity analysis for better coaching.
Our role : Designing and running an event in a world-renowned stadium, with all sales managers, around the idea of coaching in sports and application to the car business. Interactive learning games, keynote speakers, competition among sales teams, humour and action plans.
Results : the region has become number 1 in adopting the new software

Client : B to B technical services provider with 42,000 employees.
Context : Purchasing departments are getting tougher and tougher in the B to B services segment.
Objective : Helping key executives and managers develop efficient negotiation practices in order to sell, preserve margins and get to win-win deals.
Our role : Designing and running training sessions for business unit directors and sales teams to help them prepare and conduct effective negotiations.
Results : Profitability targets have been over achieved.

Client : Industrial company, world leader its market.
Context : Significant increase in raw material costs at the very moment when the biggest customers implement new purchasing policies in order to get lower prices.
Objective : Helping sales teams maintain sales profitability and preserve market share whilst being attacked by competitors very aggressive on price.
Our role : Supporting sales executives from EMEA area in strategic planning for some critical negotiations and training sales teams from France, Germany, UK, Italy, Spain, South Africa and Middle-East on negotiating win-win deals with their major customers.
Results : Sales targets have been reached in terms of volume and exceeded in terms of profitability.

Client : Designer and distributor of luxury products, present in Europe, North America and Asia through own shops, franchisees and specialised retailers.
Context : The Company wants to dramatically increase its brand visibility and product availability in points of sales.
Objective : retailers a new cooperation model based on sale by assortment.
Our role : Designing a sales method based on a new retailer segmentation, a point of sales diagnosis and a range of assortment offers. Training the whole salesforce globally on their new role.
Results : Revenue has gone up by 20% in one year.

Client : Large retail bank.
Context : In order to double the personal loan revenue in 3 years on, the bank launched a new loan offering and sales support software.
Objective : Familiarising the entire salesforce with the new offer and the new software as well as helping them master a new sales method.
Our role : Designing the new sales method and a whole training programme. Running training sessions for 5,000 sales team managers and for internal trainers in charge of training 20,000 sales reps.
Results : Sales have increased by 30% in a year.

Client : World leading industrial machine manufacturer.
Context : The group wants to conquer the market of turnkey lines, which offer much more potential for growth and profitability.
Objective : Helping the salesforce adopt a new sales approach, based on a strategic and economic analysis of the customer's project and on seeking to maximise value for both parties.
Our role : Designing along with McKinsey the new sales approach, then rolling out a training programme for all sales executives and teams in Europe, USA, South America and Asia.
Results : 20% increase in sales of turnkey lines in a year.

Client : B to B services business with revenues of $ 25 billion revenue.
Context : Profitability has been decreasing for 15 years, due to constant pressure on tariffs from key accounts.
Objective : Achieving the first price increase in the company's history.
Our role : Motivating and training all the sales team managers and setting up and transferring a complete toolkit for implementing local action plans.
Results : Cash flow has gone up by 57% in one year.

Client : Major insurance company.
Context : After creating a multichannel bank, the Company needs to cross sell to its insurance customers the new bank product portfolio, profitably.
Objective : Selling new integrated financial services packages.
Our role : Designing a training programme on new products and related sales methods, then training internal trainers that trained 8,000 sales managers and reps.
Results : 100,000 additional clients have bought the new packages.

Client : Large retail bank.
Context : The bank redesigns its whole distribution model (point of sales format, sales roles, customer portfolio management etc.) in order to increase its sales efficiency and obtain more sales meetings with customers. The project is extremely sophisticated and complex.
Objective : Enabling all regional subsidiaries to successfully implement the project.
Our role : Designing and facilitating within a few weeks, 2-day training sessions for the 500 members of the 29 regional project teams.
Results : 500.000 additional customer sales meetings in one year.

Client : to B services business with 300,000 employees.
Context : The global business objective is to increasing the customer retention rate.
Objective : Changing customer management practices to increase loyalty rate.
Our role : Contributing to designing practices and tools, then developing and running training workshops for sales teams.
Results : Customer loyalty rate has reached 97%.

Client : B to C services business with 170,000 employees.
Context : A new service offer is to be launched worldwide.
Our role : Designing a training toolkit, for easy use by local trainers without needing preliminary "train the trainers" workshops.
Results : project in progress.

Client : One of the world leaders in the energy industry.
Context : The group wants to promote a new generation of power plants globally. The market potential is several hundred billions dollars over the next decade.
Objective : Training all sales executives in a new and standard sales approach.
Our role : Designing and running a series of seminars for groups of fifty sales people from the whole world.
Results : project in progress.