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Summer 2007

Greetings!

in this issue
  • ASI Global Partners Joint Venture: High Value Selling
  • Using Training to Change Organizational Culture
  • Growing Share at Key Accounts

    • Summer is a time of year for training and development conferences. The American Society for Training and Development (ASTD) and the Strategic Account Management Association (SAMA) are just a few of the events that draw together practitioners and consultants from around the world to share best practices and leading-edge ideas and concepts.

    Training, in particular sales training, is sometimes criticized for being 'irrelevant in the real world'. In our experience, however, training, when done well, has the power to change cultures, drive breakthrough performance and enable companies to address their most urgent business priorities.

    In this issue of Global Perspectives, Charlie Kellogg describes one such case, in which a global player in the energy sector used a comprehensive sales and marketing training curriculum to drive culture change.

    In his article on Growing Share at Key Accounts, Don Heathfield also describes how, through a combination of skills training and hands-on coaching 'in the classroom', experienced sales teams are able to drive increased customer share.

    As always, we look forward to hearing your thoughts and ideas. Please feel free to send your comments to phesselschwerdt@globalpartnersinc.com

    All the best,
    Paul Hesselschwerdt
    President
    Global Partners Inc
    .

    Using Training to Change Organizational Culture

    Why would a successful and growing services organization launch a new employee training initiative at a time when its people and resources are already stretched to keep up with current business demands? After all, training programs could divert resources from running the business; they require taking people from their current jobs, which might reduce momentum and focus, and are often very difficult to 'sell' internally. So, what makes a new training initiative worth it?


    Growing Share at Key Accounts
    chart

    Challenge: A leader in the Semiconductor industry needed to ensure that its investment in training and developing Key Account Managers resulted in significant increases in account penetration and share. Key Account Managers and teams were already skilled in the fundamentals of managing key accounts, having been trained in at least one of the 'classic' methodologies. However, competitors were equally competent in these fundamental approaches and techniques. How then could this industry leader create a competitive advantage for the sales organization and drive share at its major accounts?


    ASI Global Partners Joint Venture: High Value Selling
    Advanced Solutions International

    We are pleased to announce that Global Partners and ASI, a European-based consulting and training firm have established a joint venture company called ASI Global Partners High Value Selling. This new organization will combine the global capabilities and experience of Global Partners and ASI in providing customized training, consulting and customer information to global clients in consumer products, retailing, and services businesses.

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