Building capabilities in sales excellence through a blended learning approach

Challanges and tasks

  • A global technology consulting firm and systems integrator, with sector expertise in the Financial Services, and a growing Insurance Sector client-base, had an ambitious organic growth strategy. To increase its share of wallets and client base, our client had introduced a new sales cloud platform
  • The new sales model and cloud platform required the development of new sales skills and consultative selling attitudes
  • The challenge was to engage many different stakeholders across the globe

OXYGY's Approaches

  • We applied a co-creation and collaboration approach to design, develop, and facilitate blended learning courses (combining e-learning and workshop materials).
  • We carried out change management trainings to leverage a network of change agents to support the implementation of the new approach

Outcomes and value created

OXYGY’s collaborative approach helped building a set of new sales skills for a global sales force in a short time. This ensured engagement of >180 stakeholders globally to adapt to a consultative selling mindset through a blended approach of self-guided e-learnings and live workshops.

  • Sales excellence e-learnings developed in collaboration with client SMEs
  • Virtual workshops designed and facilitated by OXYGY –focusing on the practical application of the theory introduced in the e-learnings
  • Change management workshops and e-learnings developed for a change agent network
  • Project management conducted to enable smooth rollout of trainings across multiple cohorts in different regions

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