Article from Performance Edge

Problem
Caterpillar Americas Co. (CACo), the Latin American commercial subsidiary of Caterpillar Inc., projected a shortfall in sales volume for its manufacturing equipment. The company turned to CEP for solutions that would enable CACo to reach their targeted sales goals.

CEP Solution
CEP worked with CACo to assess performance and identify improvement strategies at the company’s largest Latin American dealership. Working closely with Caterpillar employees to build their expertise, CEP first determined what performances were directly related to the business results the dealership wanted to achieve. CEP then determined what performances were directly related to achievement of those results and used analysis to identify areas where performance needed to be improved. Strategies for improving performance were implemented, including development of a skill-based sales training program.

“We have completely changed our historical approach of ‘downloading knowledge’ in a straight classroom environment,” said CACo Professional Development Consultant Rich Buckley. “The focus is now on skills improvement and the application of those skills in a variety of situations through hands-on practices, simulations and skill checks.”

Financial Results
After analyzing only three jobs and one major process and after implementing only one major solution identified, Caterpillar estimated it will save as much as $400,000 per quarter.

“The skills acquired through CEP’s CRI methodology allowed us to produce a training program that was directly linked to improved business results through improved salesforce performance,” said Buckley. “And we feel we have only begun to tap the enormous potential of the new program.”