Warner Bros Consumer products’ (WBCP) sales process had not been updated for a number of years and several generations of new sales executives have joined the company across all EMEA offices. In addition the market place had just changed and selling has recently become a much more sophisticated exercise. In that internal and external context, WBCP’s management acknowledged the need to provide support to all EMEA sales Executives in order to improve individual & collective performance.
The overall purpose of the programme was to create a Warner Way of Selling that all commercial staff could identify with, embrace, put into practice and maintain in order to improve collective as well as individual performance.
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