ESIESI
As our client continued to grow, the leadership team identified a pressing need to strengthen commercial capability across its workforce to drive better results.
While new business generation remained important, the business wanted to build stronger account management skills, helping employees deepen customer relationships, increase customer value and create more sustainable long-term growth.
The organisation also faced broader talent challenges, including employee engagement, retention and the need to provide meaningful development opportunities for people in commercial roles.
Supporting employees across multiple locations and time zones added further complexity to the challenge.
ESI delivered a structured, flexible capability development programme designed to support employees regardless of location.
The programme combined self-directed learning, practical application and ongoing learner support, allowing participants to develop new skills while continuing to perform in their roles.
Importantly, employees could learn at a pace that suited both their workload and location, making consistent skills development both possible and accessible across a geographically distributed workforce.
The programme also provided recognised credentials, creating a clear development pathway for employees while supporting the organisation’s broader talent strategy and staff engagement objectives.
The buisness achieved measurable improvements across performance, engagement and talent development.
Participants in the programme consistently outperformed peers, with productivity improvements typically ranging between 20% and 30%. Some participants reported significantly higher performance gains as they applied new commercial skills in their roles.
Employees became more effective at developing existing customer relationships, generating increased referral activity and repeat business opportunities.
Employees participating in the programme demonstrated higher levels of engagement and were more likely to remain with the organisation. Retention among programme participants was approximately 15% higher than among non-participants.
The organisation established a more visible development pathway for commercial employees, helping individuals see opportunities for growth, progression and skill development.
The structured nature of the programme enabled managers and learning teams to support capability development at scale without creating significant additional operational overhead.
Developing commercial capability is not simply about improving sales performance.
When employees have access to meaningful development opportunities, organisations can strengthen productivity, improve customer relationships, increase employee engagement and build a more sustainable talent pipeline.
This case demonstrates how capability development can generate both commercial and organisational benefits at scale.
See how ESI helps organisations develop sales capability, improve performance and deliver measurable business outcomes.
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