Sales effectiveness


Client profile

The world’s largest Caterpillar equipment dealer has been delivering unrivalled service to customers since 1933. The company sells, rents and services heavy equipment and engines, to help customers maximize productivity.  They operate in Western Canada, Chile, Argentina, Bolivia, Uruguay, Ireland and the United Kingdom.

The opportunity

Client identified opportunity to grow product support sales revenue and profitability as a critical ongoing annuity to complement cyclical heavy equipment and machinery sales – and looked to Optimé to help them. They also saw an opportunity to up-skill front-line sales management, to develop sales people in order to drive performance.

The approach

  • Diagnostic of front line sales management capability and product support sales effectiveness
  • Design and delivery of customized, multi-year sales training & development program across Mining, Power Systems, General Equipment Line and Product Support Sectors
  • Includes Front Lines Sales Management leadership and coaching development program to sustain learning

Optimé solution

Formalized Sales Training & Development Program.

Training results

  • Strong participant engagement and alignment (80+% Top 2 Box Scores)

Business results

  • Contributed to best-ever product support business results and contribution to EBIT