Transforming learning and development at Honeywell Building Solutions (HBS) from a purely face to face, traditional, training medium to a more blended approach; encompassing e-learning, virtual instructor-led training and Clever Nelly.
The challenge
With a remit to develop the capability of the Pan European sales Team, whilst optimising costs and travel expenditure, HBS Sales Training & Development required an innovative training solution to match their innovative, energy efficient technologies.
The Honeywell sales-force required a consistent sales training solution that could be interpreted across the diverse pan European team and themed around their key business drivers:
- Customer first
- Driving growth
“It is a universal approach and one that can benefit anyone in any country as the challenges are the same and the solutions can be easily tailored for countries with different cultural expectations e.g. Middle East but overall it will benefit all”.
The solution
Mercuri collaborated with Honeywell Building Solutions to develop a customized training program for their sales force. The initiative included e-learning and virtual modules covering key sales skills such as activity planning, customer discovery, value communication, negotiation, and closing. The program transitioned from a traditional three-day classroom training to a blended learning approach, integrating virtual training sessions and interactive role-playing exercises. To reinforce learning, an AI-powered tool, Clever Nelly, was used to provide continuous follow-up and knowledge retention through personalized questions delivered via email or a mobile app.
The outcome
Post-collaboration results for Honeywell
- The Honeywell team achieved a 90%+ satisfaction score
- 94% of participants willing to recommend the programs
- Key benefits of the holistic learning approach include reduced travel and accommodation costs, minimized business downtime (with sessions lasting a maximum of 240 minutes), and increased convenience, allowing participation from home or office.
Honeywell is a global technology company specializing in aerospace, building technologies, performance materials, and safety solutions. With a strong focus on innovation and sustainability, Honeywell develops advanced products and software that enhance efficiency, security, and productivity across various industries.
Conclusion
Honeywell’s collaboration with Mercuri resulted in a highly effective and engaging training program that combined e-learning, virtual training, and AI-driven reinforcement. This holistic approach not only improved sales skills but also enhanced convenience, reduced costs, and minimized business downtime.
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