CASE STUDY.

Oracle powers sales team performance with Emotional Capital

"The RocheMartin Emotional Intelligence platform has completely transformed our business development culture. Our sales team are more confident in their approach and this has led to exceptional commercial results."

Daniel Van den Broeck, Senior Vice President, Applications Northern Europe

A group of people in an office looking at a computer screen

Key solutions used

The Emotional Capital Programme

Oracle launched its Emotional Capital programme in 2019 at a new training initiative called the EMEA Sales Factory.

Benchmarking

Globally accessible: Multilingual training

As part of the Emotional Capital Programme, workshops across Europe and the Middle East were attended by more than 1,200 Oracle salespeople.

Continous practice and improvement

During the workshops, each attendee was offered practical, actionable tips and practices, and techniques that could be applied immediately after the course.

Company background

Oracle, an international software company founded in 1977, developed leading-edge technology and worked closely with customers to digitally transform their businesses. However, the process for selling this technology had changed by 2019 they recognised the need to improve the soft skills and relationship-building capabilities of their salesforce.

Challenge

Prospects have in-depth access to industry information, so impressive product knowledge is no longer enough to clinch the deal. Instead, the vendor experience is critical. “People buy from people they like, know and trust”, one Oracle salesperson noted, which put pressure on teams to understand prospects’ emotional drivers.

In this new sales environment, Oracle recognised the need to invest in Emotional Intelligence training for their organisation and partnered with RocheMartin to introduce a tailored training programme.

By improving their Emotional Intelligence, Oracle’s sales teams could better understand customer behaviours and their own emotional skills to build stronger business relationships.

Our sales team are more confident in their approach and this has led to exceptional commercial results."

The Emotional Capital Programme

Oracle launched its Emotional Capital programme in 2019 at a new training initiative called the EMEA Sales Factory.

This consisted of six interactive workshops - focused on core EQ values of optimism, self-confidence and empathy and was delivered by RocheMartin certified Oracle coaches. The impact was powerful.

Throughout the following financial year, Oracle expanded its Emotional Capital programme with a series of sales leadership workshops, enhancing commercial and operational best practices by improving people’s EQ skills and resilience.

Benchmarking

Before attending the workshop, each salesperson was sent RocheMartin’s Emotional Capital Report: a self-assessment tool to benchmark EQ skills and understand where people needed to increase their emotional capital. This provided a rare opportunity for leaders to understand their emotions and reflect on how they make the greatest impact on internal and external relationships.

A man looking at a laptop and tablet screen

Globally accessible

As part of the Emotional Capital Programme, multilingual training and workshops across Europe and the Middle East were implemented and attended by more than 1,200 Oracle salespeople.

Continous practice and improvement

During the workshop, each attendee was offered practical, actionable tips and practices for managing their performance, developing emotional self-control, and negotiating with customers.

A group of business people discussing at a table

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