case study

A Transformative Sales Program for the Extended Enterprise

Our customer is a global financial services leader. The company serves millions of customers in nearly 50 countries worldwide. They offer their products through a vast global network of distribution partners

In the last few years, it continues to develop alternative distribution channels as a means of growing its business. To improve customer experience, increase distribution partner productivity, and to gain competitive advantage across its global footprint, the customer wanted to strengthen distribution capability and find ways of differentiating itself from the competition through business insights and big data analytics. 

NIIT has collaborated with the customer and helped setup an initiative called Distribution Academy, which is responsible for training and developing the customer’s employees and distribution partner sales associates. The academy works with the lines of business to create a distinctive competitive advantage for the organization, through common and scalable learning and performance solutions that enable distribution and talent development, drive sales productivity, and deliver sales excellence. The Distribution Academy targets 24,000 employees and 400,000 partner sales associates across 50 countries.

A transformative sales program for the extended enterprise

Learn how NIIT’s managed training services helped the customer create a program that enables measurable sales growth and competitive advantage for the extended enterprise.

Awards

Over 15 Brandon Hall Awards since 2012.

Results

 Effectiveness

Average productivity and ticket size of business sold for Sales Associates supported by Distribution Academy is typically at least 20% higher compared to their historical peer group who went through classroom training. 

Efficiency

For Sales Associates supported by Distribution Academy, retention over a 12-month period was typically at least 10% higher compared to their historical peer group.