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Global leader in e-commerce solutions, Asendia, reached out to BMS Progress to help their sales teams around the world develop their skills and equip them with the tools to have a more consultative sales approach. Our commercial training was the solution.
With operations in 32 global locations, Asendia’s heritage as a mail business is unrivalled, but today they are also at the forefront in providing logistics and digital solutions for e-tailers selling internationally.
Their Sales Excellence Manager, David-Alexandre Krupa, sought support for a global solution to ensure all local teams were trained the best way possible and could identify– and sell- the value of Asendia’s solutions.
We want our teams to practice consultative selling rather than product-based selling. This is something expected within the market, it will allow us to keep up with change, and react quickly to new market trends and demands.
We needed our salespeople to be able to sell full range solutions, not just products, in order to better fit our customers needs. We needed them to thoroughly understand the challenges our customers face, identify Asendia’s value, and offer solutions that solve problems.
Our training provider needed to understand our business, needs and the market(s) we operate in. Having already delivered training to our UK subsidiary, the feedback was positive. We were impressed with the way BMS Progress took the time to truly understand our requirements and adapt accordingly.
We needed our training provider to be able to adapt to our different markets. As we have a global presence, it was important that the training encompassed the uniqueness of each location, with a more ‘global’ approach. We were pleased that BMS Progress built a bespoke programme that blended our internal training content.
From the very beginning our experience with BMS Progress was excellent. The thoroughness and attention to detail when working with us on defining and creating the bespoke learning programme was fantastic. The communication was smooth and effortless, with a very well-informed understanding from the off. This was the same with their trainers who provided excellent delivery in 7 locations from Europe to APAC and demonstrated a strong capability of adapting to each of the global audiences.
BMS ensured that their programme blended seamlessly with our internal content, and took the time to truly understand our needs. They even rolled out a test pilot session, which lead to us changing the format from 2-day to 1-day to better suit salespeople’s agenda– BMS were flexible and reactive to this change and quickly adapted the content to fit.
We are looking forward to our continued partnership with BMS Progress and are in the process of planning our development programme with them for the years to come.
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