The Wilo Group is one of the world’s leading premium providers of pumps and pump systems for the building services, water management and industrial sectors. Wilo has around 8,000 employees worldwide and prides itself on delivering water in an intelligent, efficient and climate-friendly manner.
Wilo approached us to train their European sales managers in Key Account Management and Negotiation Skills. They wanted consistency across the sales team as well as to increase sales and profits on sales.
We started off by interviewing various sales staff to ask about their role and the difficulties they faced. We also undertook product and process research. We then wrote 2 bespoke courses – one for Key Account Management and selling and one for negotiation skills. These courses were delivered across Europe to all the sales staff and included a large % of practical case study work. We concentrated on both quick wins and changes they could apply directly on return to their role and also a more structured long term process they could implement.
“Wilo has recently entrusted a mission to train its Key Account Managers, a group of Senior Sales professionals operating in the B2B HVAC Pump Industry to Sales Training International.
Over the past 3 years this interactive program covers key negotiation and team working skills required to adapt a fast changing, multicultural and competitive environment.
The trainer guided the audience through a 2 day learning journey that paved the way for a consistent Sales approach across the organization. This was prepared to leave room for experience sharing that was properly challenged and confronted with relevant, authoritative materials.
This well-prepared training also put great emphasis on practical exercises adapted to the context in which our Company operates.
Without a shadow of doubt, I would recommend Sales Training International and would remain at disposal, should you need for further reference.”