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Digital Learning for Sales Support at Etex

The Challenge

Etex is a Belgian industrial group and an international leader in sustainable building solutions, with over 17,000 employees at 118 production sites across 42 countries. With an annual revenue of around 3.5 billion dollars, Etex decided that it was critical to improve their sales processes globally and to give critical sales support to their international staff. To meet their unique needs, Etex was looking for a partner and not just a learning solutions provider. They wanted a responsive and adaptive digital learning platform that would implement their selling strategy and give their sales teams a competitive edge.

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The Solution

To improve its sales processes globally, CrossKnowledge helped develop and launch the Etex Sales Excellence Academy and Sales Excellence Program. Etex was able to tailor its learning modules to reflect its operations thanks to a CrossKnowledge authoring tool, and the blended learning program was designed to cascade the initiative and maximize retention. Several learning paths were launched on the platform to support commercial directors in the self-assessment of their sales processes against the Etex Sales Excellence Framework, which was developed by external consultants.

To further supplement their sales support training, a Sales Excellence Knowledge Community and recordings of the Sales Excellence Webinars were added to the platform later on. “Blending face-to-face training with CrossKnowledge digital learning solutions enables us to accelerate learning throughout the organization” noted Van Roy. “Our sales teams very much appreciate the level of customization. For example, we have the module ‘Financials for Non-Financials’, comprised almost exclusively of CrossKnowledge content, plus one chapter that explains the Company’s way of reporting and some of its jargon,” Van Roy added.

1,500 employees

use the platform for sales support and training.

From 8 to 20 modules

Etex has expanded from eight learning modules to more than twenty.

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"Blending face-to-face training with CrossKnowledge digital learning solutions enables us to accelerate learning throughout the organization.”

Wim Van Roy
Corporate Learning and Development Manager, Etex

 Take one step further

Learn more about the learning solution Etex has implemented to improve its sales support