Certification of salespeople and customer service employees using Blended Learning

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Competent, well qualified employees are important in all lines of business. You must know the trade. However, knowledge is not worth much if you are not able to translate it into selling behavior in your daily interaction with customers.

Mitsubishi Europe made an ambitious demand of all their European dealers in 2008: If you wish to continue to deal in Mitsubishi, you must commit to training at least one sales consultant and one service consultant before the end of the year.

The program was planned as a common European standard which everyone in must live up to in order to become a "Certified MME Sales Advisor".

On the basis of this decision Mitsubishi decided to work with Blended Learning and the LADEGAARD system in order to ensure the optimal training for a considerable period of time.

A Blended Learning process was prepared where the sales consultant and service consultant trained according to the most effective methods.

The basis of the training was The Key to Successful Selling, which meant that each participant could train with:

2. Classroom training with LADEGAARD A/S.

4. E-learning at www.successfulselling.info including a number of tests.

In addition, a special certification test was prepared which each individual participant had to pass between the course days.

The whole learning process was tied together with a Learning Manager, which meant that Management at Mitsubishi could supervise the development of each employee.  

In this way Mitsubishi ensured that certification became a process with consequences.

Financially attractive method

There is no mistaking the results of the effort:

"Blended Learning provided us with a carefully prepared process where the individual dealers have been certified, and we have been able to follow their progress. Furthermore, I won’t conceal the fact that Blended Learning is a financially attractive method, because the participants can train online when it suits them and do not have to take too much time off to attend classroom training." says John Wulff, who is Sales Manager of Mitsubishi in Denmark.