The gamified, customer-centric learning experience is helping Hilti sales leaders reimagine their Sales Management Process
MALMÖ, Sweden – A tailor-made business simulation on leadership development from Celemi for Hilti Corporation has won two coveted Brandon Hall Group awards, one gold in the category Best Sales Leadership Development Program and one silver in the category Best Use of Games or Simulations for Learning
Celemi designed the highly customized program in a way that allows for delivery both in a virtual classroom set-up and in a face-to-face setting. Events range in size, from big online events with over 300+ participants to smaller online events with closer to 15 participants. The same goes for face-to-face events, with anywhere from 30 to 400 participants.
The simulation was launched during a global management summit with 400+ Hilti delegates on October 5th, 2021. Since then, Hilti has rolled out the simulation to reach more than 2,500 executive and mid-management sales leaders across Hilti.
The goal was to develop a game-based, facilitator-guided team competition to help upskill Sales Leaders in the Sales Management Process (SMP) so they could help Account Managers effectively identify and secure new sales opportunities. The method: experiential, discovery-based learning through “serious fun,” a specialty for which Celemi is well known. The result: A powerful, global experience that is helping Hilti transform their sales approach by reimagining their process.
By learning through a simulation, participants are provided a safe environment to build skills and behaviors. Through practice, they can explore different options and see the outcomes of the decisions they make. Some of the participants’ favorite parts of the simulation were its realistic scenarios, along with the high level of gamification that creates an engaging and exciting experience driven by a personal desire to learn:
“Very realistic simulation, close to real life – I learnt a lot because I could relate it to every aspect of what I do”
“The simulation made me think about what’s important and what’s urgent in my day-to-day life”
“I understand the importance of spending time with my new team member and adopting a coaching approach vs. a telling approach”
“An eye-opening experience – don’t try to be a superhero, trying to do everything yourself – I am learning to choose my battles and be more entrepreneurial”
Hilti passionately creates enthusiastic customers and builds a better future. Hilti stands for quality, innovation and direct customer relationships resulting in about 250,000 individual customer contacts each day. Based in Schaan, Liechtenstein, the company has 310,000 employees around the world who contribute to making construction work simpler, faster, and safer while inspiring customers every single day with technologically leading products, systems, software, and services. Many ideas for improvements are developed directly on construction sites while talking to customers. If there is an on-site challenge for which no Hilti solution exists, one will often be developed. This is why the company invests approximately 6 percent of sales each year into research and development.
Celemi has helped companies worldwide implement new behaviors in change projects since 1985 through discovery-based experiences that bring serious fun to workforce learning and talent development. Celemi offers standard and tailor-made business simulations to an international audience in more than 30 languages. Topics include business acumen, leadership, strategy, project management, sustainability and sales/account management. Based in Malmö, Sweden, Celemi operates on three continents with a wide network of certified facilitators and 150 partners in 75 countries.
About Brandon Hall Group
Brandon Hall Group operates the largest and longest-running awards program in Human Capital Management. As an independent HCM research and analyst firm they conduct studies in Learning and Development, Talent Management, Leadership Development, Diversity, Equity & Inclusion, Talent Acquisition and HR/Workforce Management. These benchmark studies help organizations by providing strategic insights for executives and practitioners responsible for growth and business results.
Coupling the research studies with best practice from the awards, Brandon Hall Group has helped more than 10,000 clients globally and has been delivering world-class research and advisory for more than 29 years. At the core of their offerings is a membership program that combines research, benchmarking and unlimited access to data and analysts. Membership enables executives and practitioners to make the right decisions about people, processes, and systems, coalesced with analyst advisory services which aim to put the research into action in a way that is practical and efficient.
Brandon Hall Group has also launched professional certifications for business and human capital management professionals to upskill themselves and gain credentials for career advancement.