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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„Through the gustavkäser training I have learned to behave more decisively and to articulate clear messages. The 4 principles of leadership have been with me ever since. This makes me feel much better personally and makes it a lot easier to deal with my colleagues. I appreciate that every single day!“
„Metrohm is proud of being the first gustavkäser client in Brazil. The first training session performed more than 10 years ago certainly helped us back then and highly contributed to improve our results. We have really close contact with gustavkäser and our annual plan of trainings consists of a diverse portfolio of modules, mainly focused on customer services, being applied to employees from lots of areas as well as trainings for the sales team.“
„I enjoy every day implementing and applying the practice-oriented lessons learned from the gustavkäser training with my team or partners.“
Marketing and Sales Manager
Chocolats Camille Bloch
„The experience of attending a gustavkäser training was excellent. I can clearly see my personal professional growth and the growth of my team. When visiting customers, I always bring in the knowledge of gustavkäser and achieve significant results with it“
Marcelo Teodoro van Lieshout
Regional Sales Manager
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