Case Studies

Customized Training

Enhancing competencies of the team to keep pace with changes in strategies and market environment requires training programs that are customized to the organization.
We develop customized training programs for all levels of the sales organization – starting from distributor salesmen, to sales supervisors, sales officers, Sales Managers, Trade Marketing Team, Regional Sales Managers.
Our programs are designed for variety of channels – Traditional Trade, Modern Trade, Urban, Rural, Wholesale.
We use a proprietary 5-D approach for designing and delivering customized training programs.

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Diagnose the real need, basis the challenges, gaps and opportunities.
Define the program framework.
Design the customized program using relevant methodology and kit.
Deliver the program to the target audience.
Developa process health check and projects to enable participants post- program to make the concepts and techniques a way of life

 

To enhance the effectiveness and impact of the programs we develop customized videos, animations and audio tools, customized case studies and exercises, and interactive games.
Some key features of our training programs are –

a) The training programs are centred on the participant
b) By the end of the program, participants know exactly what to do to achieve certain results or to bring about certain behavioural changes
c) The motivation to learn and grow is stimulated in a big way, that ensures participant development and growth even after the program is over
d) Exposes participants to a memorable learning experience leading to the development of certain competencies that they can use in all areas of their lives
e) Addresses actual issues faced by individuals and organizations and helps in overcoming challenges

Ecube has the bandwidth to deliver training programs across India, in local languages, through its pool of trainers who have the necessary first hand sales background and training experience.
Our customized training videos form an integral part of a video-based training program which follows a robust 10-stage process.
For example, for a typical sales call process video, each step of the sales call is addressed as follows

Stage 1 – Objective of the Step

Stage 2 – Wrong Way Video demonstration

Stage 3 – Discussion regarding the video with participants

Stage 4 – Wrong Way Video Summary

Stage 5 – Discussion on Principles and Techniques

Stage 6 – Right Way Video demonstration

Stage 7 – Discussion regarding the video with participants

Stage 8 – Right Way Video Summary

Stage 9 – Exercise on the activity (case study, role play, etc)

Stage 10 – Summary of Key Learnings of the Step

This structure has been appreciated and used widely across different organizations

Other Case Studies

Business Transformation – 5

14 Dec, 2015

Situation : a large Consumer Products Company in Personal and Household Care was faced with the following challenges many new products were being launched but the sales team was not able to increase distribution of all the products Range being sold in each call was not increasing significantly attrition of the distributor sales team wa
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Business Transformation – 2

15 Sep, 2015

Situation : a large Multinational in the Beverage industry wanted to define the ways of working for the sales organization as a key enabler to gain market share Intervention by ecube : in Phase 1, studied existing ways of working and jointly designed the desired ways of working for the sales organization to enable the transform
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Business Transformation – 3

14 Dec, 2015

Situation : a large multinational which had just invested heavily in sales automation realized that the sales team was not adequately skilled to use the data being generated to drive business furthermore the sales team was not using data to negotiate with distributors nor were they using it in internal review discussions Interven
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Business Transformation – 1

15 Sep, 2015

Situation : a large US Multinational in the commodities space wanted to shift from price-led selling to brand-led selling Intervention by ecube : aligned the short term and long term actions needed to bring about this change on three fronts - GTM, sales processes and people development jointly developed the blueprint for re-d
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Business Transformation – 4

14 Dec, 2015

Situation : a large European Multinational wanted to develop a Competency Assessment Tool kit to enable the sales team to do self and managerial assessment, identify behavioral and functional gaps and develop an action plan to plug the gaps Intervention by ecube : studied the targeted competencies and descriptors and developed
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