Growing Sales Capability with Fletcher Building

The Client

Fletcher Building Limited is one of the largest listed companies in New Zealand, manufacturing and distributes building products throughout New Zealand and across the Tasman.  It is made up of 7 divisions that look after a total of 35 standalone businesses with 5000 sales people. 

The Challenge

Our challenge was to transform an existing 6 day advanced sales programme into a blended solution. We had a short time frame, a limited budget and there were numerous factors we needed to consider:

Our Solution

We chose to develop a blended approach using online modules to cover key concepts and face to face activation sessions to apply the learning to real business situations.  The sessions are 1-2 hours and run by the sales leaders within the business.

We developed online modules using Articulate Rise to ensure optimal responsiveness across mobile.  The modules were developed so learners could take as much or as little as they needed depending on the situation.  We used video, animation, interviews with established market leaders, an editable tool set and proven templates which included numerous tips and tricks that the sales force could harness at a moment's notice.  Each module also had access to professional curated material that supported and built upon their learning. 

To ensure our solution met the needs of all the businesses we created a project team with stakeholders and subject matter experts.  All material was thoroughly tested within each business prior to sign off. 

These modules are fully customisable to suit all business, through changing out branding, graphics, colours, case studies and business scenarios. 

The Result


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