Wholesale Distributor Gets 8.5% Spike in New Accounts Using Micro-Training

Kaeser Compressors Case Study

Wholesale distributor Kaeser Compressors needed to prospect more effectively and increase new accounts. For years it used a sales training consultant who conducted traditional classroom-style training. Matt McCorkle, Manager of Branch Operations, acknowledged that the training had value, but was frustrated that new account acquisition remained flat. So he pivoted, implementing a new sales training approach based on digital, on-demand micro-training for his 108 sales professionals. In just five months, new accounts shot up 8.5%, a result, McCorkle says, “we attribute totally to the training initiative.”