Heatco - ”Sales coaching that truly focused on us and our business”

Autumn 2023 Heatco sales managers Nestori Naukkarinen and Heikki Ylänne paused to reflect on the company's situation. Heatco operates in the building services sector, and the construction industry has been facing a challenging market situation since 2022. Nestori and Heikki felt that they needed experienced and knowledgeable support for their sales management sparring in a challenging market situation. ”We went looking for a father figure of sorts, and luckily we found one,” laughs Heikki.

After a competitive tender process, More Than Training Company's trainer was selected as the partner Janne Kolehmainen and account manager Kalle Saleva. MTTC was chosen because the pieces fit together. ”Janne has a very good and extensive experience in sales management, and the offer was also very good”, says Nestori, and Heikki continues. There was something different and distinctive about MTTC's offer, and Kalle reflected your competitive spirit in a way that suited us.”

From November 2023, Janne sparred the sales managers a total of six times, and both Kalle and Janne coached a wider team at Heatco in joint company events. Key themes of the project were a sales and team culture, understanding the importance of work, and proactive sales. ”There was no one big goal for the programme, each meeting and sparring session had its own objectives,” says Nestori. Heikki praises the fact that the programme was based on everyday needs and changing situations: ”It was good that the programme could be adapted as needed. The most important thing was to find solutions to how to cope with the difficult times, and we did.”

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According to Nestor and Heikki, their own expectations for the collaboration were fully met. ”My expectations were very well met,” says Nestori. ”The joint sparring sessions were always the expected opportunities, and we gained a lot of everyday tools for selling. Even more important were the lessons that led to personal growth and grace in our own and our team's work in a challenging market situation. In practice, the change in the way we do things can be seen, for example, in the fact that we no longer focus on moaning about the market situation, but on our own doing at the salesperson level.”

”I am very happy with what I got out of the programme. We went through some really concrete things. Also, at the beginning of the programme, we talked a lot about team building, trust and the ”we' culture. I have taken these to the team on a practical level," says Heikki.

The heatco women give special praise to Janne, Kalle and MTTC for their tailored approach, genuine caring and the effectiveness of the programme. ”This coaching was really personalised and individual. Janne brought up examples from our own daily life and work in our own company, and you could tell that really every coaching session was focused on us and our company,” says Nestori. Heikki agrees: ”The experience of the coaching sessions was always that I was listened to and that I was allowed to speak. I was always listened to, and I was always told that I was being listened to.”

Nestori also wants to praise how flexible MTTC was in terms of implementation, training venues and service, with almost all meetings taking place largely in the face-to-face sales and production phases - and not nearly always in the region. ”Nowadays, the Teams and the metropolitan culture is so strong that this is where you clearly stood out, for example when we met in Jyväskylä on several occasions.”

In everyday life, the coaching programme has been reflected in, for example, an increase in positivity in sales, new perspectives and courage in sales, as well as in the development of teamwork and meeting practices. Both Nestori and Heikki openly recommend working with MTTC: ”These coaching sessions have had a real impact on an individual level. We 10/10 recommend MTTC, and especially for younger guys like us, this kind of senior coaching has been a great support to develop our own and the company's work.”

Nestori and Heikki are also available by phone to tell anyone who is considering working with MTTC about our cooperation.

Thank you Nestori, Heikki and the whole Heatco team!

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In addition to the references described above, we have carried out a number of different types of client projects, and we are happy to share the lessons learned with you.