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.
Contact our Consultant
What customers say about gustavkäser:
„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
DSM / Brazil
„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 / Switzerland
ABB • ABBOTT LABORATORIES • ASCOM SOLUTIONS • AIR PRODUCTS • ALLIANZ • ANDREAS STIHL • ASML • AVIS • BACARDI • BASF • BAYER • BAYER SCHERING • BELIMO AUTOMATION • BERENBERG BANK • BERLIN HYP / LBB • BERTELSMANN • BLACK & DECKER • BOEHRINGER INGELHEIM • BOSCH • BOSCH PACKAGING • BRIDGESTONE • BURCKHARDT COMPRESSION • CAMPARI • C. & E. FEIN • CANON • CHEMTURA • CISCO • CITIBANK • COCA-COLA/CCE • DÄTWYLER CABLING SYSTEMS • DAIMLER • DEUTSCHE TELEKOM • DKSH • DKV EURO SERVICE • DSM • EDEKABANK • ENERGY AUSTRALIA • ENERSYS • ERCO LEUCHTEN • FABER CASTELL • FAG • FERAG • FESTOOL • FRAPORT • GATE AVIATION • GATE GOURMET • GEBERIT • GLAXO SMITH KLINE • GOODYEAR • GUARDIAN • HAKLE-KIMBERLY • HELBLING TECHNIK • HITACHI TOOLS • HOCHTIEF FORMART • HOERBIGER • HOFFMANN-LA ROCHE • HONEYWELL • HP PELZER GROUP • HSBC TRINKAUS • JOTUN • JT INTERNATIONAL • JULIUS BÄR • KPMG • KUEHNE & NAGEL • LAUFEN BATHROOMS • LBB BERLIN HYP • L’OCCITANE • LVM • METROHM • MICROSOFT • MINOLTA • MITSUBISHI GAS CHEMICAL • MITSUI CHEMICALS • MONDI • NECEL ECTRONICS • NESTLÉ • NIKE • NOVARTIS • NUTRECO • OCE • DR. OETKER • ORACLE • OTTO • PARMALAT • PEEK & CLOPPENBURG • PEPSICO • PFIFFNER MESSWANDLER • PFIZER • PHILIP MORRIS • PORSCHE • PROCTER & GAMBLE • ROCHE DIAGNOSTICS • ROCHE PHARMA • RUSTLER GRUPPE • SANDOZ • SANOFI AVENTIS • SAP • SCHAEFFLER • SCHIEDEL • SCHINDLER • SCHWARTAUER WERKE • SEGMÜLLER • SEIKO • SENSIRION • SIEMENS • SULZER • SWISSCANTO • TAZ • TCHIBO • TDK • TOSHIBA ELECTRONICS • TOYOTA • TROUW NUTRITION • T-SYSTEMS • TTC • TTS • VOSSLOH • VANDERLANDE INDUSTRIES • VOITH GRUPPE • WESTFALIA SEPARATOR • WOLFORD • WÜRTH • ZUMTOBEL LIGHTING • ZÜHLKE ENGINEERING