Tofaş Akademi

Link-Entry System Training

CATEGORY: Systems Training

 

Scope of this project;

  • To renew the commercial system infrastructure used by Tofas’ entire sales organization and dealers with CRM, product management, campaign and pricing, sales and logistics applications.
  • To provide simplification and to take advantage of the opportunities to cooperate with global processes.

The audience of the training program is dealer employees who consist of almost 900 sales people working in our brands such as FIAT-FIAT Professional-Alfa Romeo-JEEP.

The new software was planned to be launched as it was ready, so we had just 1-week for the design and 1-week for the delivery.

Design & Execution Team

75 Tofas employees from different departments worked for system design and training organization as listed below:

  • Fiat Business Unit Department
  • FCA
  • ICT Consultancy Companies
  • Sales Department
  • Tofas Academy
  • Finance Department

 

Learning Objective

The learning objective of the program is defined as executing end-to-end sales process, manage, report and coordinate all processes with a Link-Entry software.

 

Change Management Roles

To overcome the challenge of training 900 people in 1 week required an effective change management strategy, which resulted in definition of 4 roles for adoption.

 

  • Trainer: 7 employees from Tofas Academy responsible for training all the audience.
  • Key User: 16 employees from the business line owning the 4 modules (CRM–Sales–Logistics-Finance) responsible for training Power Users with Trainers.
  • Power User & Sales Manager: 218 sales employees responsible for supporting their colleagues at their own dealer branches following the training.
  • End User: 682 sales employees, who actively use Link-Entry.

 

Program Structure

A wide portfolio of learning methods is incorporated into the design of Link-Entry System Training and customized for diverse segments as described below:

 

Step 1: Power User & Sales Manager Training (218 people)

  • Classroom Training (2-days in Tofas Academy)
  • Video Learning (38 videos)
  • Virtual Classroom (8 sessions x 1-hour)
  • User Manual (digital)

 

Step 2: End User Training (682 people as Logistics Responsible, Sales Advisor, Sales Support Specialist, Customer Relations Specialist)

  • Classroom Training (1-day in 10 regions)
  • Video Learning (16 for LR, 12 for SA, 10 for CRS)
  • Virtual Classroom (8 sessions x 1-hour)
  • User Manual (digital)
  • Support by Power User in the dealer (as needed)