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December 12, 2013

CCS Europe Launches Customer-Centric Sales Training Method

By Shamila Janakiraman, TMCnet Contributor


In its efforts to enhance training methodologies and move ahead from traditional training styles, Customer Centric Selling Europe (CCSE), a CCS subsidiary and integration partner that strives to enable a customer centric sales culture, has launched a new training method for adult learning.


CCSE will be providing training by simulating real life buying-selling scenarios. Simulation training depends on systematic sales processes that are joined with the self-learning capabilities of the client using a trial-and-error method that ultimately leads to success.

“The simulation success is based in adjusting the bias in favor of far greater delegate participation and learning by doing, which grows the retention rate in excess of 90 percent, being excellent for adult training,” said Petteri Laine CEO of CCSE. “Such an experience eases the path, for example in change management, as the benefits have become clear to all interest groups in practice, not just in theory.”

Certified instructors will provide support for the learning process and they will further provide coaching and feedback for improvement based on observations and simulations.

Laine said that positive feedback from customers encouraged the launch of the new training process. If, for example, management and sales personnel can come together and participate in a short activity for accurate measurement, it is possible to review both teams and enhance sales processes. Laine has vast experience in organizing simulations in Europe, Asia and in the U.S.

The new simulation training program is basically a 24-hour game environment involving the simulation of both buying and systematic sales processes. Sales management will be able to evaluate the sales teams as well as the effectiveness of the sales process.

This type of simulation method will result in improved efficiency in organizational transformation, fact-based assessment of the sales force and analysis of sales behavior. The other advantages are significant savings in training costs and the making of accurate go-to-market decisions.

This new method is expected to change management concepts of companies in the manufacturing, high-tech and ICT industries. It will help implement a customer centric sales culture. Organizations like Metso, Gartner (News - Alert) Group, Tieto, Ekokem, Sponda and ISS Facility Management leverage business simulation to train sales and account-management personnel.




Edited by Rory J. Thompson


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