HP Latex 600 Printer series
Audit to train. Train to succeed
ClientHP Inc.
IndustryTechnology
Challenge
To redesign the content orientation, format, and flow of sales training sessions, which had always had a similar approach and format, resulting in low-impact sessions and a lack of alignment with the buying cycle and potential customer benefits.
Solution
Intracon took on the role of auditor expert in the B2B sales process. After active participation in the training sessions, we subsequently prepared detailed reports which provided specific suggestions and initiatives to improve the knowledge transfer shifting the content focus towards benefits rather than just the product, promoting a customer-centric mindset.
KPIs & achievements
of the initiatives implemented, with international scope and integrated into HP's business-area strategies73%
Strategic basis for all successive product introductions at a global level100%
