MALMÖ, Sweden – A tailor-made business simulation on strategic account development from Celemi for Hilti Corporation has won 2 coveted Brandon Hall Group silver awards, one for Excellence in Learning in the category of Best Use of Games or Simulations for Learning and the other for Excellence in Sales Performance in Best Unique or Innovative Sales Training Program.
Celemi developed the highly customized program in just 6 weeks for in-person delivery that started in 2019 in Italy, then recreated it in a digital platform for the virtual classroom when COVID-19 hit in the beginning of 2020. Since then, Hilti has rolled out the simulation to reach more than 15,000 participants worldwide, many of whom have enjoyed it so much they have requested repeat access and have recommended it to colleagues.
The goal was to develop a game-based, facilitator-guided team competition to help Hilti sales personnel increase engagement with and better serve their customers and also win greater wallet share. The method: Experiential, discovery-based learning though “serious fun,” a specialty for which Celemi is well known. The result: A powerful, global experience that is helping Hilti salespeople become more valuable, consultative partners for their customers.
The target group for the simulation was initially the sales population, but due to the content’s close link to reality it is now also in use for employees from all functions in the organization as a way to help them understand and support the sales process, and in other situations, such as induction programs and kick-offs. This means that the impact on the organization is enormous, and it has effectively changed the way people work together for the common goal.
“Proud of the team and the fantastic cooperation we have developed with Hilti. The simulation really captures the essence of ‘serious fun,’ which is so important in what we want to deliver,” said Kjell Lindqvist, president & CEO at Celemi International. “The solution has also become the foundation for more joint projects and soon we will be rolling out a new custom simulation with the Hilti team.”
“Working closely with Hilti is truly one of the highlights of my career,” said Tore Byström, vice president of sales at Celemi International. “And I’ve been doing this quite a long time. My team and I are very close. It’s a pleasure and doesn’t feel like work. I know Hilti will grow revenues as a result of this training. Their commercial professionals are sharp, motivated, and likable.”
“Hilti has been a client for over a decade. We have grown and learned together,” said Henrik Olofsson, global key account manager at Celemi. “Building this custom commercial simulation was a good next step in helping them work toward their revenue goals. We’re already talking about the next project, and my ideas are abundant!”