The true cost of untrained salespeople in commercial roles

How to embed capability and behaviours for growth

 

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Global L&D and HR leaders share their insights in this exclusive whitepaper—

We bring together experts from multinational corporations across the globe, from banking to beverages, to ask them critical questions about the challenges of commercial training, the impact of technology and the importance of Diversity, Equity & Inclusion in teams.

Read their insights on these key topics in our exclusive Expression for Growth whitepaper.

 

Download the whitepaper

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Commercial team
learning & development:
Do it yourself or
bring in an expert?

Read more
titlepage-s2

The impact
of technology
on sales teams

Read more
titlepage-s3

The importance of
Diversity, Equity
& Inclusion in
commercial capability

Read more

Part 1: Commercial team learning & development: Do it yourself or bring in an expert?


We’ve seen sales teams generate brilliant opportunities with new working methods. We’ve also seen real risks.

In-house sales leaders may be the best people to deliver new techniques to their teams - or they may be a serious misstep. We asked our global experts:

  • Why not leave it to sales leaders to develop sales experts?

  • What are the advantages of bringing in an external training partner?

  • Do you have the skills to deliver engaging training with real impact?

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“The advantages of using an external training provider are that you get a framework of what you need to do at each stage of the programme. That means you have consistency and a blueprint for a way of working."

Kevin Nolan
Global RGM Director, Karo Pharma

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Part 2: The impact of technology on sales teams


Sales teams have faced the most challenging time of their careers. With the global pandemic and economic shutdowns, meeting clients in person became impossible.

In this whitepaper, we discuss how sales professionals have adapted - or not - to a virtual world where Zoom and Teams are the new conference rooms.

  • Are your sales teams equipped for the virtual world?

  • Are their sales techniques suited to virtual selling?

  • How do you decide if a meeting should be physical or virtual?

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“Understanding the functionality of Zoom™ and recognising how it can enable you to support customers better has been critical to a really good experience for customers and colleagues."

Sharon Rai
Diversity & Inclusion Partner, Commercial Banking, NatWest

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Part 3: The importance of Diversity, Equity & Inclusion in commercial capability

Diversity is not a phase, and it’s certainly not a buzzword. Companies with strong Diversity, Equity & Inclusion (DE&I) practices have better-performing sales teams.

In this whitepaper, we bring together global leaders in learning and development across multinational corporations and multinational corporations to ask them about diversity.

 

  • Does the diversity of a sales team affect its performance?

  • How important is having an attitude of openness and tolerance?

  • Are there quantifiable numbers to prove the value of diversity?

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“We are certainly hiring more diverse talent... that’s one of the benefits of being more open with flexibility, offering hybrid opportunities and working from home. It helps to not only bring in more diversity in terms of representation, but also a diversity of thought."

Kayla Campbell
Vice President, Total Talent, Diversity & Enterprise Development, Pernod Ricard

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Meet our experts

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Kayla Campbell

Vice President, Total Talent,
Diversity & Enterprise Development
Pernod Ricard

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Elif Canakci

Training Core Skills
Lead Europe

PepsiCo

Marianne James Hasbro PSD-1

Marianne James

Vice President of EMEA &
Asia Licensed Consumer
Products
Hasbro

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Silvia Morgan

Senior Director,
International Sales

Geistlich Pharma AG

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Kevin Nolan

Global RGM
Director

Karo Pharma

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Malcolm Pickup

Director,
Culture and Change
Management
AkzoNobel

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Sharon Rai

Diversity &
Inclusion Partner,
Commercial Banking
NatWest

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More L&D experts

Former Global Director
P&G, Pharmaceutical
Former Global Commercial Director
Water, Utilities & Waste
Global Commercial Director
Global Media & Entertainent

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