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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