Designing and delivering sales enablement at Siemens to equip sellers for the future
Designing and delivering sales enablement at Siemens to equip sellers for the future
Context & challenges
Siemens — the multinational technology company focused on industry, infrastructure, transport, and healthcare — needed a cutting-edge sales programme for their Smart Infrastructure division. The goal?
To upskill their teams to sell in the rapidly changing world of technology. Their offerings had expanded beyond hardware to software, cybersecurity, and remote services. Offering the tools and training to understand and sell these services was vital for the future of the business.
A recent survey had helped identify 15 key skills salespeople would need to be keep selling effectively into the future.
The challenge was ensuring salespeople could confidently discuss new offerings while equipping managers to coach and lead in a ever-evolving industry. The programme needed to be interactive, flexible in face-to-face or virtual delivery, and globally adaptable.
Solution
A recent survey had helped identify 15 key skills salespeople would need to keep selling effectively into the future.
The challenge was ensuring salespeople could confidently discuss new offerings while equipping managers to coach and lead in an ever-evolving industry.
The programme needed to be interactive, flexible in face-to-face or virtual delivery, and globally adaptable.
Named ‘FutureFuel’, the dual programmes combined hands-on learning, digital simulations, eLearning and coaching. Core themes were Digitisation, Cybersecurity, and Sustainability, whilst 15 workshops were designed to meet every skill gap directly.
For Sales Reps:
For Sales Managers:
Additional Learning Components included pre-work – digital simulations, eLearning, and a video content series – with the post-programme offering including virtual group hubs and 1-to-1 coaching.
We piloted the programme in Singapore and Switzerland, welcoming 20 salespeople and managers to each location for three days of immersive training.
Results
The programme impressed Siemens' Global Head of Sales, proving even more relevant than anticipated as it launched amid a season of organisational changes.
The engaging approach fostered resilience, opened conversations about change, and ‘future-proofed’ the collective sales approach. Participants loved the digital simulations, interactive workshops and using DiSC profiling to better understand communication styles.
FutureFuel is now expanding internationally, running in multiple languages across Switzerland, Singapore, and beyond.
What participants said
“I really enjoyed the experience and appreciate the opportunity to attend!”
“Thank you for the unique opportunity to meet peers from around the globe and have an exchange with Smart Infrastructure management.”
"The training was very well organised.”
60+ participants
18workshops
37learning components
