"I want business impact!"

A European industrial company with revenue problems. The key account management in particular is suffering. The company has already held two key account management seminars with little success. At the end of his tether, the sales manager called the S€LL-IT number. We arrived and started training - NOT.

We did not subject the sales reps to a third lecture about key account management, principles, strategies, do's and don'ts and 20 role playing games. The idea was not to make the participants 'practice' what they need to do. They just had to do it. We also looked at the top 4 key accounts of each sales rep and clearly and concisely defined the following: Where is there untapped potential for this customer? What are the most promising methods for tapping this potential? What action is the sales rep going to take the next day? How will he approach the customer?

And the sales reps went out and got going - and that same evening we sat down with them again and asked: "What did you do? How many orders did you bring home? What went well? What will be done better tomorrow? What do you still need to do to ensure things go better? And one week later we were back again. Show me a sales rep that does not immediately come back with a lot more orders after this kind of one-on-one coaching!

Interested? Questions? Specific tasks?
Just call us on 07031/ 23 30 63
Or send us an e-mail: sell-it@woelkner.com