ABB – Global sales and sales management development initiatives

ABB Effective Sales Management program

  • Objective to increase sales management practices and competence.
  • Covering all 4 ABB divisions. Blended development program including sales assessment, online learning, sales project execution and coaching. Total length of certification program 7 months.
  • Pilot in China, Dubai and Canada in 2016. Global roll-out starting in 2017 with USA, Canada, India, China, Malaysia, Singapore, Poland, Australia, South Korea, Egypt, Africa, Japan, Brazil.

ABB 9 core sales competence development program

  • Objective to secure required competence levels within the sales functions worldwide.
  • Learning programs including sales assessments, online learning, F-to-F workshops and coaching of sales managers. Total program length approximately 15 months.
  • Launched in ABB Finland in 2015 in domestic sales functions – ABB service and process industries. Global roll-out started in 2017.

ABB value selling program

  • Objective to change product focused approach to value selling.
  • Creation of value selling tools, knowledge tests, KPI´s, selling surveys and implementation barometers. Target group Sales, Specialists and Channel Managers of ABB.
  • Blended program including interviews, assessments, online learning, coaching, F-to-F workshops and webinars.
  • Global roll-out starting in 2017.