OTIS · INTERNATIONAL SALES LEADERSHIP PROGRAM
Otis University |
Global Sales Leadership Business Case
Supporting a global Business & Sales Leadership Program by turning the Polish modernization market into a real-world business case — combining market intelligence, customer insight and direct field exposure.
~60
Senior & Mid-Level
Sales Managers Worldwide
2
Weeks
Program Duration
15
Customer & Job Site
Meetings
~100
Customer Voices
Analyzed
01 · THE BUSINESS CASE
Bringing a real market challenge into an international leadership program.
Otis University brought together approximately 60 senior and
mid-level Sales Managers from across the global organization.
Poland served as the Host Business, with the modernization market
selected as the real-world business case for the two-week Business
& Sales Leadership Program.
The case required participants to understand the Polish market,
customer segments and profiles, sales structure, competition,
forecasts, growth potential and key business challenges — combining
business analysis with direct customer and field insight.
Intelligence
Insight
Action
02 · MY ROLE
Turning local market knowledge into a structured global business case.
Business Case Development
Prepared the Poland modernization business case, covering current state, customer segments and profiles, sales structure, competition, forecasts and key business challenges, including input supporting the CEO presentation.
Market Intelligence
Developed white papers and a knowledge compendium on the Polish modernization market, including construction sectors, market structure, development, current state and future potential.
Customer & Field Engagement
Supported preparations, logistics and visit planning, organized customer meetings and hosted an international group of approximately 10 participants during 15 customer and job-site meetings.
Voice of Customer
Collected and analyzed feedback from approximately 100 customers, identifying strengths, weaknesses and improvement opportunities from the customer perspective.
Workshop Support
Provided substantive support throughout workshop activities and prepared additional business and market materials in response to participant needs.
International Group Support
Acted as Host Business support for an approximately 10-member international group, helping participants navigate the local business environment and customer context.
Communication & Translation
Supported communication and translations throughout customer visits, workshops and the development of additional project materials.
03 · CUSTOMER INSIGHT TO ACTION
Turning the Voice of Customer into actionable business insight.
01 · LISTEN
~100
Customer Voices
02 · ANALYZE
INSIGHT
Strengths & Weaknesses
03 · ACT
ACTION
Corrective Actions & Closed Loop
04 · SCALE
LEARN
Lessons Learned & Best Practices
Customer feedback gathered through direct interviews and open questions was translated into an analysis of customer-perceived strengths and weaknesses, followed by corrective actions, closed-loop improvements and a structured set of lessons learned and best practices for the Sales and Service organization.
04 · PROGRAM IMPACT
Strong participant ratings across every measured dimension.
ACE Gold Level
Associate ratings were based on a 7.0 scale, with averages above 6.0 considered ACE Gold. Every reported program dimension exceeded that threshold.
LEADERSHIP & PROGRAM RECOGNITION
“
The Otis U. B&SL program is seen as relevant learning and development
of our future leaders, as well as a way to increase our organizations
ability to manage challenging global business issues. The Wave 2 session
in Poland definitely achieved this objective and more.
The associate ratings are based on the 7.0 scale and all averages above
6.0 are considered ACE Gold. Your support efforts and that of the Poland
management & sales team has resulted in excellent quality ratings
and feedback.
Executive Learning & Talent Senior Manager · Otis WHQ Otis University · Business & Sales Leadership Program
The feedback from the Otis U associates – very positive all round!
Thanks for all your preparation, effort and commitment to this event.
You have made a very positive impression, and rightly so! This will
be spread around the Otis world, so again, well done!
Congratulations!
CEO · Otis Poland Feedback following the Otis University Wave 2 session in Poland
PARTICIPANT FEEDBACK
Feedback from Otis University participants.
Selected comments from senior and mid-level Sales Managers participating in the international Otis University program.
Thanks again for a well run wave, with a challenging and relevant business case that gives a real opportunity to make a difference in the Polish market.
Excellent organization Team. Unique multicultural experience.
Overall wave rating: 10/10, it was a fantastic wave. I learned a lot, professionally and personally. I really enjoyed these 2 weeks with Otis U. associates, Faculty and the Polish Team.
The organization of the wave including the logistics has been excellent.
Good introduction to the market and case study which provided a good base for our understanding of the challenges.
Amazing hospitality of the Polish Team.
Nice introduction to the business case and current market challenges.
Extremely comfortable visit.
Business case was very interesting, different from the other part of EU.
What this project demonstrates
This project strengthened my ability to connect customer insight, commercial thinking and operational knowledge — translating complex market information into actionable business insight for an international leadership audience and turning direct customer feedback into improvement opportunities for Sales and Service.