HONEYWELL CASE STUDY

Transforming Global Sales Performance Through Strategic Learning & Development

Executive Summary

As Senior Manager of Sales Training at Honeywell Process Solutions, I led the design and execution of a comprehensive global sales enablement program serving 600+ sales professionals across 40+ countries. Over 18 months, this initiative delivered 18,500+ learning hours, achieved a 92% new hire completion rate, and directly contributed to strategic revenue growth while reducing time-to-productivity by 30%.

The Challenge

Honeywell Process Solutions faced critical performance challenges across its global sales organization:

  • Inconsistent onboarding: New hires took 6+ months to reach baseline productivity with no standardized learning path

  • Skills gaps: Sales competency assessments revealed critical weaknesses in deal navigation and value articulation

  • Leadership development deficit: Front-line sales managers lacked coaching frameworks and performance management skills

  • Resource fragmentation: Sales collateral and training materials scattered across multiple platforms with poor discoverability

  • Geographic complexity: Training needed to scale across EMEA, AMER, APAC, and LATAM regions with varying market maturity

Business Impact: These challenges resulted in longer sales cycles, inconsistent quota attainment (43% in underperforming regions), and high early-career attrition.

My Role & Approach

I led the complete redesign of HPS's sales training ecosystem, serving as both strategic architect and program manager. My approach centered on six integrated pillars:

1. Strategy Alignment

  • Partnered with sales leadership to map training priorities to business objectives

  • Launched Cybersecurity Sales Certification to support strategic product initiative

  • Developed role-based playbooks tied to Challenger methodology

2. Onboarding Transformation

  • Redesigned new hire experience: 8 weeks to baseline readiness (70 LMS hours)

  • Created comprehensive onboarding workbooks with manager pulse points

  • Implemented live regional new hire sessions (EMEA and AMER)

  • Result: 6,930 onboarding hours assigned; reduced time-to-first-deal by 40%

3. Ongoing Development

  • Deployed Challenger Selling training across 13 global cohorts (270 sellers, 4,352 hours)

  • Launched weekly Sales Readiness webinar series (7,111 learning hours delivered)

  • Created modular reinforcement program with eLearning and microlearning animations

4. Manager Development

  • Designed 13-hour FLSM Leading for Success program (6 modules)

  • Trained 30+ managers nominated by sales executives

  • Focused on coaching, performance management, and sales-as-process leadership

5. Resource Management

  • Led Klyck.io content repository improvement (3,281→3,701 assets, +13% growth)

  • Established new taxonomy with marketing collaboration protocols

  • Increased platform engagement: +38% users, +53% content opens, +350% page views

6. Evaluation & Continuous Improvement

  • Administered AuctusIQ competency assessments to 972 sellers and leaders

  • Generated individual development playbooks linked to Challenger methodology

  • Used talent data to identify regional performance gaps and inform 2025 hiring/training strategy

Key Methodologies & Tools

  • Challenger Selling Framework: Licensed program as foundation for sales approach transformation

  • AuctusIQ Talent Assessment: Mapped 10 sales competencies to performance data

  • Learning Management Systems: SAP SuccessFactors for tracking; custom onboarding workbooks

  • Content Management: Klyck.io platform for sales enablement content

  • Communication Cadence: HPS Forward (weekly newsletter, 66% avg open rate); HPS Sales Wiki; Viva Engage

Results & Impact

Quantitative Outcomes

Metric: Result

  • Total Learning Hours Delivered: 18,543 (onboarding + live training + webinars)

  • New Hire Onboarding Completion: 92% completion rate in 8 weeks

  • Challenger Training Deployment: 300 sellers trained (exceeding 30% annual headcount target)

  • Manager Development: 30 FLSMs completed 13-hour leadership program

  • Enablement Resource Growth: +13% content increase; +350% engagement

  • Program Reach: 614 quota-carrying sellers across 40+ countries

Business Impact

  1. Accelerated Productivity: New hires reached baseline readiness in 8 weeks vs. previous 6-month average

  2. Revenue Attribution: $39M in attributed revenue (from prior role, demonstrating training ROI methodology)

  3. Talent Retention: Improved VOE scores in regions with low leadership competency via targeted FLSM training

  4. Strategic Enablement: 8-module Cybersecurity Certification supported critical product launch

  5. Operational Efficiency: Consolidated training communications reduced seller time-to-info

Qualitative Outcomes

  • Sales Leadership Alignment: Monthly governance meetings with RVPs/SDs to ensure program relevance

  • Manager Capability: Post-training assessments showed 23% improvement in coaching competency

  • Seller Confidence: 85%+ favorability ratings on Challenger training exit surveys

  • Cultural Shift: Training positioned as career accelerator vs. compliance requirement

Competency-Driven Insights

The AuctusIQ assessment revealed critical training gaps that informed 2025 strategy:

Account Manager Competencies

  • Training Impact Zone: Generating Opportunities, Managing Procurement, Navigating the Deal

  • Strength Areas: Developing Relationships, Understanding Client Needs

  • Action: Designed reinforcement modules targeting high-importance/low-score competencies

Sales Leader Competencies

  • Training Impact Zone: Demonstrating Sales Intelligence, Leading Sales as Business Process

  • Regional Gaps: EU-North, EU-South, Africa, Japan required leadership replacement/development

  • Action: Customized FLSM program for 2025 with focus on forecasting and deal strategy

Challenges & Solutions

Challenge: Solution

  • Geographic Scaling: Delivered training across 3 time zones; created EMEA/AMER cohorts

  • Engagement Fatigue: Shifted from long workshops to modular design with pre/post work

  • Manager Buy-In: Established exec-nominated FLSM cohorts with pulse-point accountability

  • Content Chaos: Partnered with marketing to establish Klyck.io governance and taxonomy

  • Measurement Rigor: Integrated AuctusIQ data with SPS performance metrics (quota, pipeline, wins)

2025 Strategy & Continuous Improvement

Building on 2024 success, I designed a three-year roadmap focused on:

  1. 100% Challenger Deployment: Year 2 plan includes Negotiation & JOLT training

  2. Competency-Based Development: Leveraging AuctusIQ playbooks for individualized seller coaching

  3. Vertical-Specific Enablement: Partnership with Life Sciences, Cybersecurity, and Energy marketing teams

  4. Enhanced Manager Effectiveness: FLSM 2.0 program addressing Leading Sales Intelligence and Business Process gaps

  5. AI-Enabled Learning: Exploring Klyck.io AI features for personalized content recommendations

Why This Matters

This case showcases my ability to:

  • Drive Strategic Business Outcomes: Directly connected learning investments to revenue and retention metrics

  • Scale Globally: Designed culturally adaptable programs across 40+ countries

  • Lead Cross-Functionally: Partnered with sales leadership, marketing, and HR to ensure alignment

  • Use Data for Decisions: Leveraged competency assessments and performance data to prioritize investments

  • Build Sustainable Systems: Created infrastructure (wiki, content taxonomy, manager playbooks) for ongoing impact

Key Takeaways

  1. Learning as Business Strategy: Training programs must directly tie to revenue, retention, and market objectives

  2. Manager Development Multiplies Impact: Investing in FLSM capability creates sustainable coaching culture

  3. Data-Driven Prioritization: Competency assessments focus limited resources on high-impact gaps

  4. Content is Currency: Organized, discoverable enablement resources accelerate seller effectiveness

  5. Measurement Matters: Tracking hours, completion, and business outcomes proves ROI and secures ongoing investment

Skills Demonstrated

  • Strategic Learning Design

  • Global Program Management

  • Sales Enablement

  • Leadership Development

  • Change Management

  • Data Analytics & Reporting

  • Stakeholder Management

  • Vendor Management (Challenger, AuctusIQ, Klyck.io)

  • LMS Administration

  • Cross-Cultural Training Delivery

For more information about my approach to transforming team performance through learning, visit elletokpah.com or connect with me on LinkedIn.