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Growing a Global Business Through a Consistent
& Aligned Strategy
As Kelly Services created its global sales
strategy, they partnered with Spectra Learning Group (a Wilson
Learning business partner) to create a vision, develop a plan
and successfully execute a sales effectiveness curriculum. The
integrated global sales strategy has contributed to three
years of continuous growth.
BUSINESS
ISSUE
Kelly Services sought to improve its global
competitive position with a consistent global sales strategy.
Implementing such a strategy would be a challenge for them due
to local practices in each country, but in the end would help
them differentiate themselves from the competition and support
their growth strategy.
SOLUTION
Kelly Services'
strategic analysis showed that developing the global sales
force was a critical success factor for growth. A detailed
competency map was laid out for all levels of sales reps.
Addressing 13 separate competencies, Spectra Learning and
Kelly Services developed a plan to help each sales rep in many
aspects of their sales career. To create a foundation of
knowledge, each sales rep attends:
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Counselor
Salesperson
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Negotiating to
Yes
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Presentation
Skills
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Versatile
Salesperson
For
more advanced sales skills, global account rep can also
attend:
A supporting curriculum for managers was
built to give them tools and to enable them to coach the
concepts taught to their sales reps. Some of the management
courses include:
- Managing Sale Performance
- Leading Competitive Business Solutions
In addition, Spectra
Learning Group assisted Kelly Services in many other areas of
their business, including:
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Competency model
development, integrating global input.
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Assessment to
identify the gaps between current and necessary
performance.
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Job descriptions
and selection tools for global sales, sales management, and
support roles.
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Global delivery
of all programs in several languages.
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Supporting and
consulting as Kelly Services implemented sales force
automation technology.
Implementing a consistent global sales
strategy has changed how Kelly Services operates. It has
allowed them to compete in new arenas and win global accounts
in various industries.
OUTCOME
The
combination of content and services has helped align
competencies with strategies in a complex implementation.
Global reach and consistency are now a competitive strength
with key multinational accounts. Because of that, many
companies now recognize Kelly Services as a truly global
company. Rolf Kleiner, Sr. VP, GM International said "Because
of this training, we have become more proactive than reactive,
which made a significant impact on our business
results."
Kelly services now does business in every
continent except Africa, and sees substantial growth potential
in the future with its coherent, integrated sales strategy.
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