Sales Training Program for Sales ManagersMindset has developed a sales training program for Atlas Copco Tools and Assembly Systems. Sales managers have been trained so that they, in turn, can train their teams in a more effective, sales-oriented way. - We began with an introduction in Shanghai where Mindset trained sales managers that now, themselves, train their teams. In Asia there were more than 100 people who participated in training, and step two will be to take that same training to other parts of the organization and other countries, says Karin Reichard, training manager at Atlas Copco Tools and Assembly Systems. - An advantage is that it is the sales managers themselves who train their teams. That is to say, they train something that they themselves stand for and believe in. There is a clearer focus on the implementation of skills and responsibility which everyone has in the sales process, says Karin Reichard. The goal of the training program was to realize increased sales and follow-up, a common view of sales in the organization, an increased feeling of security and assuredness to act as managers and salespeople. As a global company there is a challenge in that there are people with different cultures, languages, and, what’s more, they are scattered around the whole world. Finding simple and clear messages that work in every country has been the biggest challenge. But together with Mindset, we have created a training program with our own material, examples, and conditions from our reality. And it has worked. - The salespeople have become more comfortable and have already, since the beginning of the training, gotten to practice with well-focused examples. We have seen an increasing trend in the number of booked customer visits; this will hopefully, in turn, lead to more business and bigger revenues. Karin says that the training has been well received by the salespeople. Most have participated in different sales courses but none have participated in a course that builds upon the entire company’s own examples and terminology. - Mindset felt professional, and the personal chemistry has really been a match. They quickly understood us as a company and what was important to us. It felt like they really cared that what they did was good for us. We aren’t buying resources; we’re buying competence. And that’s what we really got from Mindset. Would you like to know more about this case or other customized training?
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