GE

GE

Creating Client Value Programme (CCV)

The Aim

General Electric Company (GE) is a global digital industrial company. The company’s products and services range from aircraft engines, power generation, and oil and gas production equipment to medical imaging, financing, and industrial products.

GE is a hugely diversified organization, employing over 300,000 people across multiple different businesses and global locations. GE wanted to introduce a consultative sales methodology to help the business create value and stay differentiated in this wide range of industries. The methodology needed to be sufficiently flexible to adapt to their differing businesses and cultures around the world, while helping to align the global salesforce around a common approach. CCV was selected on the basis of its power and flexibility, and the learning approaches behind it.

The Solution

GE purchased a global license to give all their sales communities access to the Creating Client Value consultative selling program. A competency model was developed to benchmark and review performance. The program was tailored to reflect GE’s sales culture, terminology, and priorities, and was delivered through workshops, e-learning, and online simulations. Senior management sessions were run to brief and align each organization and sales managers were coached to reinforce the skills and behaviors of CCV. Imparta’s global faculty network supported a team of accredited internal trainers.

I have some great news. I used the Pain and Gain strategies and the discussion was phenomenal. The client identified an opportunity ($5m) that can deliver twice the impact of what we expected. They have just been ‘CCV’d’ – Consultative Selling. I love it!

GE Sales Consultant

The Results

Feedback from workshops was exceptional

GE sales teams reported increased skills and awareness of sales strategies

Significant wins reported through the application of CCV training