Eureden Long Life (d’aucy) has enlisted Carbone 4 to help its sales teams build their expertise on climate and carbon issues.
Sector
Expertise
Course
1 day of in-person training + e-learning
Themes covered
Carbon Footprint ⏐Decarbonization⏐ Professional Training
Public formed
Sales Teams
Instructor
The company has noticed that its customers are increasingly bringing carbon-related issues into business discussions and that, in turn, its teams—although aware of these issues—need to be better trained to feel more confident, with enough knowledge to discuss a topic that is both relatively new to them and, above all, complex.
It is in this regard that the company—which is already working with Carbone 4 on its decarbonization strategy—has approached us regarding this need to improve operational skills since this is a matter ofequip sales teams, to enable them to answer very specific questions ranging from “What are you doing to combat climate change?” to “Do you have any low-carbon cans of peas?”
The needs The objectives set by the CSR department are as follows:
- Developing a sufficiently robust narrative on carbon within the framework of planetary boundaries
- What Is a Carbon Footprint?
- The Challenges of the Science Based Targets Initiative (SBTI)
- Decarbonization Pathways
- Identify customer expectations related to carbon issues and the resulting opportunities.
Theobjective : to foster understanding, greater mastery, and legitimacy.
Given the nature of the need, it was decided togo beyond raising awareness to design a comprehensive training program that, upon completion, will give sales representatives a better understanding of carbon-related issues and make them feel confident discussing them.
The training takes place over one day and is jointly developed by the Carbone 4 and Eureden Long Life teams, with Carbone 4 providing expertise in carbon and industry-specific matters, and Eureden Long Life contributing business and on-the-ground knowledge.
Special attention is given to the pedagogy focusing on vocabulary related to carbon issues in the context of business relationships, with the ultimate goal of better understanding customer needs.
The day's program follows a funnel-like structure, starting with a broad overview before narrowing in on operational issues.
The theoretical sections are interspersed with role-playing games andpractical exercises where participants reenact situations inspired by real-world scenarios, with the challenge of adapting their language to a level of maturity that may vary among their interlocutors.
The sales teams are now better equipped to attend client meetings with an understanding of carbon issues ranging from the global level—the Paris Agreement—down to the most operational level.
The teams are clearly more comfortable, more engaged, and play a greater role in driving results. What They're Saying, it is now a fully integrated part of their business.
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