Competence Leadership Training Program
WALTER, one of the three key players in the machining tools market, aims to be the “Competence Leader” by implementing customer-focused strategies on an increasingly global scale. WALTER affiliates worldwide were trained by Dale Carnegie’s tailor-made “Competence Leadership Training Program”: a 3-day module on “Develop Personal Competence”, a 3-day sales training “Develop Sales Competence” and finally a 2-day seminar on “Perform as a Competence Leader”.
Challenges
The international WALTER group faces the challenge to move from a product-oriented to a solution-driven organisation, establishing itself not only as a market leader in development, production and sales of tools, but as a Competence Leader in know-how and solutions to its 16,000 customers around the world. The Competence Leadership Training Program was rolled out in 28 countries and 17 languages. Differences in culture and market saturation had to be taken into account while delivering the same content globally.
Solutions
Like WALTER, Dale Carnegie recognises the human factor as most valuable asset in a company. With the help of the international Dale Carnegie concept design and project management teams, the goal of enhancing the emotional intelligence of WALTERs employees all around the globe was transformed into a concrete, thoroughly designed training concept perfectly customized to WALTER’s needs and aims. A training program with communication, sales, presentation and leadership skills in combination with coaching elements was created, supporting the transformation of a product-oriented sales strategy to a solutions-oriented sales strategy at the WALTER sites worldwide.
Results
The participant satisfaction quote measured with feedback surveys right after each training amounted to an average of 96% for the overall project. A single point of contact secured efficient project management.
“From the very beginning of the tender process, Dale Carnegie understood to respond to our specific needs and to offer the “added value” that others are lacking. Tackling a project on a complex global scale as ours, you simply need a professional partner that makes the difference and goes beyond the usual. The good impression we got from the very first moment was confirmed when it came to project management and delivery processes, as well as follow-up tasks. The quality was consistently high for all 266 trainings of our competence leadership project, delivered by 98 trainers in 28 countries and in 17 languages. Just as we do, Dale Carnegie recognizes the human factor as most valuable asset in a company. With the help of the international Dale Carnegie concept design and project management teams, the goal of enhancing the emotional intelligence of our employees all around the globe was transformed into a concrete, thoroughly designed training concept perfectly customized to our needs and aims. Moreover, during every contact, Dale Carnegie representatives truly displayed the focus they have on people and their strengths, which is the core of all Dale Carnegie trainings. The participant satisfaction quote measured with feedback surveys right after each training amounted to an average of 96% for the overall project. We strongly believe in the long-term sustainability of this project and are sure it will highly contribute to our ability to achieve our goals in the future.”
Andreas Evertz, CEO, Walter Tools