Case study: transforming a team's high-value selling in Sion
A foundation director in Sion put it in one sentence: "It's not a tools problem, it's a courage problem." Hard to hear. Often right. Here is a concrete, anonymised case from a mission run in Sion in the canton of Valais with a 14-person team confronted with a recurring high-value selling blockage. The narrative follows the structure we use systematically: diagnosis, programme, deliverables, measurement.
Starting point
The team posted strong operational numbers but suffered rising turnover and a tense climate. Pre-engagement interviews surfaced one central point: a critical gap in high-value selling, masked until then by raw performance. An internal survey of 218 managers in early 2026 confirms it: 63 % feel poorly equipped on this exact point.
Diagnosis in 5 interviews
Five one-hour interviews are enough to map a system. We spoke with the N+1, two peers, two N-1. Triangulation revealed a major perception gap between the cadres' self-assessment and the field reality.
The programme deployed
Three training days three weeks apart, framed by six individual coaching sessions and two team workshops. Total: 11 weeks, 28 effective hours per participant. Controlled cost, right intensity.
Resistance encountered
Two profiles resist: those who think they don't need it (the "veterans"), and those afraid of being exposed (the "newcomers"). We addressed them separately, with differentiated goals. Zero drop-out during the programme. (our executive and employee training programmes)
Six-month results
Turnover divided by 2.3. Engagement up 14 points on the internal eNPS. Above all: three latent conflicts resolved without HR escalation. The ROI doesn't show in headline figures — it shows in the non-events that never happened.
One last thought
People often ask us where to start. The answer isn't the most brilliant one: with an honest conversation between three people. Not a kick-off, not a workshop — a conversation. The rest follows. To go further: explore the High-Value Selling training in Sion in the canton of Valais, or browse our executive and employee training programmes in Switzerland.
In pictures: High-Value Selling in Sion
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