Building a global training initiative fit for KONE’s diverse workforce

Abstract

Purpose

Business Linked Teams was tasked with creating a training programme for KONE to transform sales people in various markets to communicate value, differentiate the organisation from its competitors, improve margins and increase orders.

Design/methodology/approach

Business Linked Teams developed a global solution that is adaptable to local market conditions with case studies, activities and role plays and further course materials developed specifically for each respective front line of sales staff. The programme was also developed to run in multiple languages. The solution comprises two modules that are run approximately six months apart, supported by online learning elements.

Findings

In the UK, the results nine months post-training were that 72 participants had identified £11,463,378 worth of orders achieved as a result of the skills and processes they were able to use after the training, with £5,044,942 of future orders in the pipeline.

Originality/value

Business Linked Teams created an original training programme that was tailored to the unique needs of KONE. Each training programme that was created was designed to meet the specific goals of the organisation to ensure that the most effective route possible is taken and to maximise uptake of learning once the programmes have ended.

Citation

Caine, S. (2018), "Building a global training initiative fit for KONE’s diverse workforce", Strategic HR Review, Vol. 17 No. 2, pp. 91-94. https://doi.org/10.1108/SHR-11-2017-0079