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Sales Force Development

Objective:
AEG Power Solutions, embarked on an ambitious “Go to Market” project which meant re-tooling the Sales Teams. In effect this involved upgrading what was predominantly a multi-cultural global team of sales engineers to take a more proactive and focused sales approach. The aim, to discover who could make the transition and to what extent they would need help in developing the required sales skills

Outcome:
On hearing of the Sales Force Evaluation we ran a pilot with the sales team in Singapore. The findings from that encouraged us to roll out the Evaluation to the global sales team of approx 110 sales engineers. The Evaluation became an integral part of the ‘Go To Market’ project. Having completed the Evaluation and being able to see strengths, weaknesses, the traits to guide us for the right sales role, growth potential for each person etc, we were able to target and focus a sales development programme globally for both the sales leaders and sales engineers having clearly identified who could make the transition, into which role and who would stay in an application engineer role.

AEG Power Solutions, Managing Director, Asia