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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Ce que disent les clients de gustavkäser :

  • „Grâce à la formation gustavkäser, j'ai appris à me comporter de manière plus décisive et à articuler des messages clairs. Les 4 principes de leadership m'accompagnent depuis lors. Cela me fait personnellement me sentir beaucoup mieux et me facilite dans différents aspects le contact avec mes collègues. J'apprécie cela tous les jours de nouveau!“

    Daniela Hug

    Daniela Hug
    Operations Manager
    Volkshaus Basel

  • „Methrom est fier d'être le premier client de gustavkäser au Brésil. La première formation, il y a plus de 10 ans, a contribué de façon significative à l'amélioration de nos résultats. Nous entretenons des relations très étroites avec gustavkäser et notre programme annuel de formation se compose d'un portefeuille diversifié de modules qui se concentrent principalement sur le service client et l'équipe de vente.“

    Sandro Barriouevo

    Sandro Barriouevo
    Sales Manager
    Metrohm

  • „J'apprécie chaque jour de mettre en œuvre et d'appliquer les leçons pratiques tirées de la formation gustavkäser avec mon équipe ou mes partenaires.“

    Heinz Reber

    Heinz Reber
    Directeur Marketing et Commercial
    Chocolats Camille Bloch

  • „L'expérience d'une formation gustavkäser a été excellente. Je peux clairement voir ma croissance professionnelle personnelle et celle de mon équipe. Lors de mes visites chez les clients, j'apporte toujours les connaissances de gustavkäser et j'obtiens ainsi des résultats significatifs“

    Marcelo Teodoro van Lieshout

    Marcelo Teodoro van Lieshout
    Regional Sales Manager
    DSM

 

 

TOUTES LES RÉFÉRENCES

Références

ABBABBOTT LABORATORIESASCOM SOLUTIONSAIR PRODUCTSALLIANZANDREAS STIHLASMLAVISBACARDIBASFBAYERBAYER SCHERINGBELIMO AUTOMATIONBERENBERG BANKBERLIN HYP / LBBBERTELSMANNBLACK & DECKERBOEHRINGER INGELHEIMBOSCHBOSCH PACKAGINGBRIDGESTONEBURCKHARDT COMPRESSIONCAMPARIC. & E. FEINCANONCHEMTURACISCOCITIBANKCOCA-COLA/CCEDÄTWYLER CABLING SYSTEMSDAIMLERDEUTSCHE TELEKOMDKSHDKV EURO SERVICEDSMEDEKABANKENERGY AUSTRALIAENERSYSERCO LEUCHTENFABER CASTELLFAGFERAGFESTOOLFRAPORTGATE AVIATIONGATE GOURMETGEBERITGLAXO SMITH KLINEGOODYEARGUARDIANHAKLE-KIMBERLYHELBLING TECHNIKHITACHI TOOLSHOCHTIEF FORMARTHOERBIGERHOFFMANN-LA ROCHEHONEYWELLHP PELZER GROUPHSBC TRINKAUSJOTUNJT INTERNATIONALJULIUS BÄRKPMGKUEHNE & NAGELLAUFEN BATHROOMSLBB BERLIN HYPL’OCCITANELVMMETROHMMICROSOFTMINOLTAMITSUBISHI GAS CHEMICALMITSUI CHEMICALSMONDINECEL ECTRONICSNESTLÉNIKENOVARTISNUTRECOOCEDR. OETKERORACLEOTTOPARMALATPEEK & CLOPPENBURGPEPSICOPFIFFNER MESSWANDLERPFIZERPHILIP MORRISPORSCHEPROCTER & GAMBLEROCHE DIAGNOSTICSROCHE PHARMARUSTLER GRUPPESANDOZSANOFI AVENTISSAPSCHAEFFLERSCHIEDELSCHINDLERSCHWARTAUER WERKESEGMÜLLERSEIKOSENSIRIONSIEMENSSULZERSWISSCANTOTAZTCHIBOTDKTOSHIBA ELECTRONICSTOYOTATROUW NUTRITIONT-SYSTEMSTTCTTSVOSSLOHVANDERLANDE INDUSTRIESVOITH GRUPPEWESTFALIA SEPARATORWOLFORDWÜRTHZUMTOBEL LIGHTINGZÜHLKE ENGINEERING

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