GEDAS SALES AUTOMATION ROLLOUT

Aligning random sales activities across a global organisation

 

THE CHALLENGE

In order to drive more strategic global accounts, promote new external sales and have a consolidated view of a global customer base, gedas decided to introduce a new standardised sales process to all its countries.

DELIVERY

The gSAME sales methodology was developed by gedas AG germany based on best practice from around the gedas world, as well as benchmarking against current sales approaches including, value based selling, consultative selling and spin selling. The resulting gSAME process was a robust and comprehensive sales approach that would also lead into the development of a new CRM system.

The Art of Management was commisioned to develop gSAME into a training program to be run in 3 languages around the world. The training should be engaging and interactive to challenge potential resistance to new ways of working.

The training lasted for one and a half years and travelled the world to over 300 people Mexico, Brazil, Argentina, USA, China, Japan and of course Europe - The Art of Management also produced Flash driven CD Rom support to the program, for self learners.

The course was specifically designed to use experiential learning techniques to deal with cultural nuances and attitudes to selling in different global markets.