Silega Global Case study
Responding to changes in the
market environment.
CUSTOMER
NESTLÉ USED SILEGA NAVIGATOR™ TO
EMPLOYEES TRAIN KEY ACCOUNT MANAGERS TO
ACHIEVE NEXT GENERATION NEGOTIATIONS
BRANDS AND DEVELOP WIN-WIN RELATIONSHIPS
WITH CUSTOMERS.
SALES 2010
Silega Global Case study
96% of Silega Navigator™ participants say they now use the ABC System® incorporated in
this program in their regular day-to-day activity.
Customer tion. Silega Navigator focuses on three key
themes to guide appropriate behavior in
Nestlé S.A. is the world's largest food and negotiations and develop win-win relation-
nutrition company. The company operates ships with the customer. The key themes are
in 86 countries around the world, and em- linked to critical success factors, which
ploys over 280,000 people. break down further into specific behaviors.
Nestlé has some 6,000 brands, with a wide
This framework helps to identify areas of
range of products across a number of mar-
opportunity and create a specific plan for
kets, including coffee (Nescafé, Nespresso, development.
etc.), bottled water, milkshakes and other
beverages, chocolate, ice cream, breakfast
cereals, infant foods (now including Gerber Results
products), performance and healthcare nutri-
tion, seasonings, soups and sauces, frozen
and refrigerated foods, confectionery, and
pet food.
REGION
Background
Account managers must adapt to different
demands made by consumers. While em- TARGET AUDIENCE
ployees come from a wide range of back-
grounds, all have the opportunity to grow
and develop. Through annual reviews and
career discussions, employees can apply Nestlé measured that key account managers
training suited to their needs. Before under- significantly increased their sense of owner-
taking training and development, employees ship in the business. They become more About Silega
should identify gaps in their knowledge and organized, productive, and flexible, and are Silega is a global full-service training company.
skills. During Nestlé’s 2011 annual conven- better able to meet the needs of internal and We help our customers quickly improve perfor-
tion, the main need was to develop negotia- external customers. mance by developing their competencies for
tion skills. Trainees were empowered with new skills greater success. Our areas of expertise include
and abilities in areas such as negotiation and business simulations, executive workshops,
Nestlé realized that while they were experts measurement tools, training transfer, coaching,
at functional skills, some key account man- relationship management, making them
and consulting..
agers would benefit from improving negoti- even more effective.
ation styles in order to improve relation- Silega provides tools for highly structured
monitoring and evaluation of training and About Silega Navigator
ships with key customers.
development. These include learning This program simulates 4 business years. Teams
guides, scheduled tasks, timetables, represent different parts of the business supply
Main business objectives measures, and checklists. chain (from providers to retailers). Participants
Develop outstanding negotiation skills compete to create and sell different solutions and
have the opportunity to choose among six main
Grow key accounts The future products. In order to be successful, they have to
Reinforce application of sales process “Silega has the unique ability to make learn- manage relationships with other players, calcu-
ing funny and exciting. Your content is late costs and profit, and establish a marketing
Solution used leading edge and your delivery is engaging. strategy. Participants must deal with fierce com-
petition, tight resources, changing customer re-
Solution used Silega Navigator and custom- We will continue to use Silega’s solutions quirements, different market niches, lack of suf-
ization. Silega worked with Nestlé to devel- for our future training events!“ ficient information, time pressure, and expecta-
op a highly customized Navigator simula- E.G. Sales Manager tions from stakeholders and top management.
