Nils Hedar, Manager and initiator of Sandvik Coromant Academy EMEA, ensures skills development within Sandvik Coromant. A recent initiative – aimed at strengthening senior sales professionals’ capabilities – is the Trusted Business Advisor program.

Training Sellers in Sales and Expertise

Under the program, sales managers, KAM, SAM, high potentials, and senior salesmen will develop sales methods on higher, deeper, and broader levels. Participants will also acquire communication, finance, and project management skills. The program consists of a number of modules, each with its own learning objective. Among others, the Celemi products Apples & Oranges™, Decision Base™ and Cayenne™ act as program cornerstones.

Sandvik Coromant has the ambition to take on the leading role as the industry authority. The future is bright, but competition fierce. Sellers must be better equipped in terms of sales skills and expertise, and become trusted business advisors to Sandvik Coromant’s customers.

Sandvik Coromant has long been familiar with value selling. But, as Nils Hedar puts it:

“There is always room for improvement.”

Using Different Sorts of Learning Methods

In 2014, Nils Hedar and his team set out to create an ambitious, systematic program aimed mainly at senior sales professionals and addressing both soft and hard skills. The Celemi Decision Base™ (Pulling in the Same Direction) and Apples & Oranges™ (Business Finance for Everyone) solutions are included in two of the program modules. Cayenne™ (Securing Project Success) is included in another module, aimed at strengthening project management skills.

The full program spans more than two years and offers a relevant, appealing content. Nils Hedar tells us:

“We use different tools and formats for teaching and training such as e-learning and classroom training,”

Thus the current program includes different sorts of teaching methods, where Celemi business simulations represent the Action Learning part.

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