Business Challenge

Our safety sciences client was implementing the Siebel Sales Force Customer Relationship Management (CRM) system. They realized that they did not have the internal resources with the experience in designing Siebel training solutions. They needed to find an external resource that would assess, design, develop, and deliver training and tools to support the client’s Siebel CRM initiative.

The Diagnosis

Client leaders knew that the implementation of the Siebel CRM would give them a competitive advantage, increase connectivity and integration, expand markets, maximize resources, and allow for global reporting and forecasting.

TrainSmart Solution

TrainSmart used a three-phased approach to execute the project.

Phase I: included a training needs assessment, which resulted in a training design document.  The training design document was used as a roadmap to design and develop the training program.

Phase II: custom training content development, the design and development of a facilitator guide, participant guides, case studies, simulations, assessments, and presentation slides for two key roles: Sales Representative and Sales Management.

Phase III: Include a pilot for each primary role. Following the pilot adjustments to the program were made, and then the rollout of the program began.

Results

Success!  The first region that migrated to the Siebel CRM was North America, followed by Europe and then Asia Pacific.  The processes continue to be improved and with each acquisition, TrainSmart provides tailored training.