With 95% of all sales revenue coming from international clients, Reed Midem, a firm specialized in B2B trade fairs belonging to the world’s leading trade show organizer Reed Exhibition, wanted to launch a global sales strategy to be implemented by their team of 150 salespeople, including 50 partners, in Paris, New York, London and Hong Kong. Their Executive Vice-President of Sales, M. Hallaire, wanted to move from an exhibition-centered approach of selling products to a more relational and advisory approach. This was particularly challenging for a group that was so geographically, culturally and linguistically diverse. The learning solution also needed to have communication elements as well.
Digital Learning for Sales Support at Reed Midem
CrossKnowledge developed a multilingual and made-to-measure sales support solution for the Company, called “The Square”. It was designed as a four-section digital marketplace, where the sales staff can find everything they need to increase their performance. The first section features a quarterly editorial sharing the strategic vision of the firm. The second is the Learning Section, divided into two blocks: one with ten customized blended learning paths designed for various roles, and the other block provides free access to a space for self-learning with access to the entire CrossKnowledge content.
In the third section, salespeople can search for essential sales tools like pitches, slide presentations, and business news. The fourth section is linked to Salesforce and allows the teams to access their sales figures and business indicators in real time, including individual revenues, objectives, and number of new prospects. “Standard learning tools only responded to a quarter of our overall objective. Working with CrossKnowledge we were able to bring that up to 100 percent,” said Hallaire. Reed Midem continues to enrich and enliven “The Square” platform on a regular basis, integrating new training paths.
Since the CrossKnowledge portal was set up, revenue has increased by over 30 per cent
Customer satisfaction rates have increased by more than ten points
"The sales teams now position themselves as true partners with their clients. ‘The Square’ as one of the key factors in our transformation, allowing us to talk to each other more effectively, enhance our skills, and move faster.”
Executive Vice-President of Sales, Reed Midem