FM Corporate Learning Sales Training for a Building Materials Group

Sales Training for a Building Materials Group


Country: Kenya

Client Profile: Mabati Rolling Mills Limited (MRM) is the largest company within the Safal Group, and was its founding operation, commencing in 1962 at Mariakani, near Mombasa Kenya. The company is the leading manufacturer and supplier of building solutions in Kenya. MRM was the first company in Africa to produce coated steel using a patented Aluminium-Zinc alloy recognized as the leading technology worldwide to deliver superior service life to steel. This technology is licensed to the Safal Group by BIEC International and is branded ZincAl. MRM has an integrated Coated steel facility at Mariakani producing world class Coated and Painted Coated Steel products from which it manufactures a plethora of prestigious building solutions in its facilities across Kenya. MRM has service centers located in Nairobi (off Mombasa road), Kitengela, Thika, Kisumu, Nakuru, Eldoret, Mombasa, Kisumu, Kisii, Meru and Nyeri. These centres avail customized building solutions to consumers. We also have a vast Distributor network across the country to ensure timely deliveries and availability of products to the market.

Problem Statement: Management desired an improvement in seller skills, knowledge, and attributes to drive seller behavioral change and maximize sales success, across the national distribution network.

Solution: We designed and delivered a sales training program, tailored for the building and construction sector, with the company’s products and services as reference points and delivered training to over 50 sales and customer facing employees within the entire sales network of the company conducted over a period of 1 month. Training included a review common objections raised by clients and practice handling them in live drills, such as role-playing exercises.

Services: skills gap analysis, scoping, developing and designing the training material and delivering training for the target group.


Enhanced Sales Skills.