Case study
ENGIE
ENGIE has been active in Belgium for more than 100 years. The company is resolutely committed to the transition to a low-carbon future, offering its residential, professional, industrial and government customers innovative solutions for more efficient and rational use of energy and greater comfort. As the largest green power producer in the country, ENGIE electricity is close to its customers, thanks to a diversified production park with low CO2 emissions. ENGIE employs 17,000 experts in energy and energy services in Belgium.
The challenge
After determining a sales target for the smart thermostat Engie Boxx, several months went by without achieving anything near it. Engie found their solution with Blinc Sales Institute which skyrocketed their sales within only 3 months, exceeding their initial sales target by approximately 300%.
Approach
- We outsourced one of our RIO trainers who worked with the internal sales trainer on site for 3 months.
- Elaboration of a customized blended (online & offline) transformation process, the associated tools and plug-and-play solutions.
- Masterclasses for sales professionals with the aim of making sales performance more effective through the application of differentiated call scripts using our RIO methodology.
- Creating broad support and deep anchoring of the RIO methodology within the organization through ‘Train the trainer. Didactic support for the internal commercial topic owners so they can responsibly establish the learning goals of their team.
- Result measurement
The outcome
Massive growth thanks to a differentiated commercial approach in the sale of Engie Boxx. Call scripts differentiated from standard to RIO resulting in an increase of 300% in sales within approximately 3 months.
