Tapio Salomaa
Head of HSL's Corporate Sales Unit
HSL's business sales unit has tough growth targets, and the lack of a customer relationship management model has been identified as a challenge. More Than Training Company was chosen as a partner to develop this model and the associated skills.
In early 2023, MTTC and HSL implemented a business sales coaching package aimed at building a customer relationship management model for HSL's business sales. In addition, the aim was to generate new ideas for salespeople and to trigger brainstorming and thinking on how to proactively manage their own customer relationships and deepen customer relationships.
”What was really impressive was how the thinking was broadened. You don't see that in every coaching and training. I hadn't even expected so much from how effectively the light bulb was turned on,” says Tapio. ”The expectations for the programme were met and exceeded. Clearly, after the coaching sessions, the team was really excited and the thinking had started. The ’Hey, we could do this!’ spirit was in the air, and the team members came up with their own ideas based on the lessons learned from the coaching.”
”We also built the first version of the customer engagement model, and we are now testing it for a year. We found some good options for us, and the team's activities have been adapted accordingly. For example, people's roles have been redefined based on the coaching,” Tapio explains the concrete results of the programme. There has also been a change in the way we work with clients. ”Now we don't just think about selling bus tickets, we think about what the customer really wants.
what kind of people they have at work, what kind of needs they have in terms of commuting. All in all, it opened up our thinking and therefore our operations about sales in a huge way.”
Tapio would definitely recommend MTTC's services, especially in situations where new thinking and ways of working need to be initiated. ”MTTC is a great partner for starting something new. A new way of doing things, a new year, a new goal, something new. If you need the energy, enthusiasm and teamwork to do it, MTTC is the perfect choice. We are really happy with the whole team, it worked every step of the way. If you have any questions about working with them, you can always call me and ask.”
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.
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