400 CONSULTANTS A TRAVERS 40 PAYS - 240000 PARTICIPANTS / AN

400 CONSULTANTS A TRAVERS 40 PAYS - 240000 PARTICIPANTS / AN

Implanté dans plus de 40 pays, le cabinet compte plus de 400 collaborateurs dans le monde !
LAUREAT DES TROPHEES ACTION CO 2017

LAUREAT DES TROPHEES ACTION CO 2017

Pour les meilleures initiatives RH à destination des forces de vente.
RENFORCER LA PERFORMANCE DES PROCESSUS DE VENTE

RENFORCER LA PERFORMANCE DES PROCESSUS DE VENTE

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IDENTIFIER ET MODÉLISER LES BONNES PRATIQUES COMMERCIALES

IDENTIFIER ET MODÉLISER LES BONNES PRATIQUES COMMERCIALES

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ADAPTER LES MÉTHODES DE VENTE A LA RÉVOLUTION DIGITALE

ADAPTER LES MÉTHODES DE VENTE A LA RÉVOLUTION DIGITALE

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AMÉLIORER LES TAUX DE TRANSFORMATION SUR LES AFFAIRES

AMÉLIORER LES TAUX DE TRANSFORMATION SUR LES AFFAIRES

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BÂTIR UNE CULTURE COMMERCIALE INTERNATIONALE

BÂTIR UNE CULTURE COMMERCIALE INTERNATIONALE

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Mercuri International

Mercuri International

sélectionné parmi les 20 meilleures entreprises de formation commerciale au niveau mondial par TrainingIndustry.com.
Mercuri International

Mercuri International

Seul cabinet européen sélectionné parmi les 20 meilleures entreprises de formation commerciale au niveau mondial par le magazine Selling Power.
Mercuri International

Mercuri International

Organisme certifié ISQ-OPQF : un gage de qualité et de savoir-faire
Mercuri   International   FRANCE  …    69% de NPS

Mercuri International FRANCE … 69% de NPS

69% des personnes qui participent à nos parcours de développement recommanderaient MIFR, qui dit mieux ?

Taking Sales to a Higher Level

Retour

Measuring Return on Training Investment

 

Objectifs

The Challenge

  • A global Bank appointed Mercuri International to deliver 35 relationship-based negotiating programmes to 316 Bank relationship managers across five departments, in ten months.
  • The requirement was to not only deliver sales improvement programmes that supported the Bank's performance objectives, on time and to the budget, but to also then measure the impact of that training through both delegate feedback and monetary return on investment - payback.
Disposition

Our Solution

  • Mercuri measured the impact of its programmes for the Bank using its own "Results, Activities, Competence" model, twinned with the classic 4-level Kirkpatrick training methodology.
  • Reaction to training, evidence of skills learned and the ability to apply those skills in the workplace, plus bottom line, commercial impact were all measured. 
  • This approach was highly successful. It supported Mercuri's programme implementation, enabling continuous training improvement throughout - and it allowed our sales performance team to demonstrate a proven return on client investment.
Résultats

The Result 

  • Opinion of the training - measured 98% were "satisfied" or "very satisfied" with the programme - and 99% said they would recommend their course to a colleague.
  • Changes in understanding and confidence-in-practice - within 90 days. 
  • Commercial impact (50 specific ROI examples) - measured Examples include : Bank exposure reduced by £1M, margins improved by 2%; customer retained, income increased by £132K; customer £31K Year1 income increase +£18K p.a thereafter.
  • Training investment repaid in the first three months - self financing.