BP Case Study
The BP Sales and Marketing Academy
Client challenge:
Following a period of acquisition growth, BP had aggressive targets for organic growth. Improving the company’s sales and marketing capabilities and competencies had been identified as a key element for achieving the growth targets. In addition, many business units were pursuing their own sales competency development agenda including assessment and training.
Strategy:
Develop a centrally run; cross-business capability development solution that was applicable to the varying development needs of the many complexed BP businesses.
Solution:
The Sales and Marketing Academy was established in 2003 with the goal of improving the sales and marketing competencies of the customer facing community across BP’s business.
A sales training curriculum was established with Glendinning being chosen as the preferred supplier.
Result:
A series of training interventions were developed through working closely with the Academy team and the business units. Training modules on Value Selling, Key Account Management, Negotiating Value and Sales Coaching were developed. The roll out of these courses began in 2005 and to date 3000 customer facing personnel have been trained in 29 countries in 14 different languages.