References
Design and establishment of an international sales academy
Our client and their needs
The company is one of the leading manufacturers of derived timber products and provides solutions for all kinds of interior and exterior application. It is regarded as a trendsetter that produces exclusive materials for facades, interior design, kitchens and the furniture industry. Currently, the company employs over 1,000 people worldwide.
In 2013 the company commenced a programme of internal reorganisation with a special focus on the optimisation of its sales processes. Structural changes encompassed the Sales, Sales Services and Application Engineering divisions. The main goal and purpose of the cooperation with gustavkäser was to enable employees in the affected divisions to manage increasing demands and successfully deal with new challenges.
Our design and delivery
The company’s requirements and goals were very specific and well formulated, hence the content – partly also specified in advance – was very clear from the outset. What was yet to be decided was which methodology to apply and how to design the programme in order to suit all subsidiaries and yield comparable and consistent results.
The internal restructuring included new expectations in terms of the desired behaviour of sales staff. Our approach was not just to involve the sales staff in the programme, but also their managers. Three years ago, we started the programme with six groups, in which managers and sales staff were trained in parallel over the course of six months.
Our results and their impact
In sharing their individual success stories, participants have been showing us over the past three years that the training courses have played a decisive role in their professional and personal development. The company’s stakeholders tell us that they have achieved their goal of implementing the new structure and desired behavioural change.
In addition to delivering several training courses within the above-mentioned programme, we have carried out individual coaching, trained employees from Sales Services and delivered special training sessions, for instance, for a recent product launch.
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Das sagen Kunden über gustavkäser:
„Mit dem gustavkäser Training habe ich gelernt, bestimmter aufzutreten und klare Botschaften zu formulieren. Die 4 Führungsgrundsätze begleiten mich seitdem täglich in meiner Arbeit. Dadurch geht es mir persönlich viel besser und es macht mir im Umgang mit meinen Kollegen einiges einfacher. Das schätze ich jeden Tag aufs Neue!“
Daniela Hug
Operations Manager
Volkshaus Basel
„Metrohm ist stolz darauf, der erste gustavkäser Kunde in Brasilien zu sein. Das erste Training vor mehr als 10 Jahren hat wesentlich dazu beigetragen, unsere Ergebnisse zu verbessern. Wir haben einen sehr engen Kontakt zu gustavkäser und unser jährlicher Schulungsplan besteht aus einem vielfältigen Portfolio von Modulen, die sich hauptsächlich auf den Kundenservice und das Verkaufsteam konzentrieren.“
Sandro Barriouevo
Sales Manager
Metrohm
„Ich freue mich jeden Tag, das praxisorientierte Erlernte aus dem gustavkäser Training mit meinem Team oder bei unseren Partnern umzusetzen und anzuwenden.“
Heinz Reber
Marketing- und Verkaufsleiter
Chocolats Camille Bloch
„Meine Erfahrung mit gustavkäser Trainings war exzellent: Ich kann meine persönliche berufliche Entwicklung und das Wachstum meines Teams deutlich erkennen. Bei Kundenbesuchen bringe ich immer das Wissen von gustavkäser mit ein und erziele damit signifikante Ergebnisse.“
Marcelo Teodoro van Lieshout
Regional Sales Manager
DSM
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