At Hexagon Manufacturing Intelligence, we work with our customers to improve productivity by embedding quality throughout the product lifecycle.
Challenge
Hexagon Manufacturing Intelligence produces and sells high-certification measuring systems and software utilized for the manufacturing industry. They needed to provide their team with the skills necessary to success in complex sales situations and help their internal process and planning for strategic problems. And as an organization that grows through acquisition, they needed a system that would create and foster harmony as they continued to expand.
Solution
The discovery phase revealed the need for an overall sales process, internal alignment within the sales process, guidelines for sharing best practices and strategies for allocation of resources around key priorities. A range of Sandler materials were used to address these issues, including Sandler Enterprise Selling tools, DISC assessments, concepts from the Sandler Sales Program, and key positioning tools. Working closely with Hexagon Manufacturing Intelligence stakeholders, each component of the training was personalized to reflect and address the realities of the organization’s commercial needs.
Clear solutions for complex situations.
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The right trainers create the difference. Sandler’s lead trainer was selected for his vast sales and strategic expertise in intricate markets and his experience training complex sales teams. He and his team led training activities that included brainstorming to understand and address the key client priorities, online surveys to collect field data, reviewing case studies to hone best practices, and in-person meetings with global leaders to identify key behaviors, attitudes and techniques needed to achieve sales and strategic success.
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Clients believe in what we do. Hexagon Manufacturing Intelligences’ greatest testament to Sandler training is evident in how they continue to apply every piece of training we provided to further achieve and strengthen solutions and future success.
Results
Reinforcement training is at the core of the Sandler Selling System. To continue the training success with Hexagon Manufacturing Intelligence, we met with several teams for face-to-face reinforcement, applied phone reinforcement and implemented action plans for accountability based on DISC assessments.
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