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The Brief
The goal was to continue building the JTI Sales Academy with up-to-date international best practices in sales whilst including local customisation. The intervention was entitled “Needs-Based Selling”, with the objective of enabling the JTI Sales Associates to identify real commercial opportunities with their customers.
This was followed on by an effective commercial conversation, enabling the implementation of strategies that will make a significant difference to their businesses. The intervention was aimed at building on existing skills, enabling conversations around new ways of working and driving continuous improvement of the sales capability within JTI.
Our Solution
A foundation was laid for the sales team to see themselves as business partners to their customers and not just employees that sell products. We created a variety of activities, methodologies and selling techniques and our facilitators were fully immersed in the company, intimately understanding its challenges and the roles of the team members.
Engagement levels were very high, as our exciting gamified and group-based challenges ensured active participation of all delegates. Toolkits, practicals and a competitive stream throughout made for high energy, strong debates and busy and satisfied participants. Ultimately, they were equipped with the skills, language and business acumen to identify various sales opportunities and to transform them into real growth for themselves and their customers.
The Outcome
In conversation with many participants, including sales associates and managers, they were very satisfied with the outcome. Representatives of JTI’s People and Culture team even jokingly commented they would feel sad seeing WinWin working with anyone else, saying “you are us!”.
IMPACT BY NUMBERS
84
Sales people
8 days
of training
4
Cities
8
Sales Managers
PHYSICAL TOOLKIT
FAB GAME
CUSTOMER PRODUCT GAME
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