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Syndicated Sales Force Case Study
Case Study - Training
Following is a "real world" example of the Innovex commitment to customer focus that drives us to develop innovative flexible solutions to meet our customer's needs.
Customer's Situation
- A need for a cost effective method to provide ongoing training for their sales forces in the Asia Pacific region in order to reach long term sales goals
- Training modules needed to be flexible enough for utilization across the different markets in the Region, while reinforcing the Customer's corporate philosophy and core values
- The Customer wanted to license appropriate training modules so they could be used and evolved internally in perpetuity
- Training needed to be delivered by experienced trainers with the ability to understand the diverse markets and cultural norms within the Region
Critical Issues
- Innovex appointed a Project Manager to develop a Training Program customized to meet the cultural and language needs of the Customer in the Regional markets
- Core training modules were developed for representatives and sales managers based on Innovex's extensive knowledge of the Region and established training experience
- A "top down then cascade" approach was developed where the Innovex Project Manager and local Innovex Trainers could train the Customer's leading managers (Training and Senior Sales Managers). These managers in turn could subsequently train their subordinates (in local language) with the licensed and translated materials provided by Innovex
- Provision was made for the Customer's own Trainers to review, input and amend the Innovex core modules so they would fully represent individual country's training needs
Results
- Customised, translated representative and sales management core training modules were developed and delivered on time by Innovex
- Provision was made to train the Customer's Senior Sales Managers in the entire Asia Pacific Region within and 18 month period in key knowledge and skill areas
- The Customer's corporate philosophy and core values were reinforced within the training modules
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