Tuxera - Global Sales Academy

At the end of 2022, Tuxera Vice President of Global Sales Timi Lehtonen identified the need to further improve the working methods of Tuxera's global sales organisation. ”Our goal is to create a common sales language, common goals and practices across the global organisation, so that the same process is followed everywhere. The focus was to create this process together with the team so that everyone is committed to it.”

After a competitive tender process, MTTC was selected as Tuxera's partner for the sales transformation journey. According to Tim, the reason for the choice was clear: ”Of all the options, the MTTC programme was the most flexible and the most customisable. We also had a constructive dialogue about the objectives we had set, which were initially very ambitious. In dialogue with MTTC, we tailored the overall package to make sense within budget and time constraints.”

Subscriber

Tuxera Oy

Our role

Sales coaching partner

Together, MTTC and Tuxera built the Global Sales Academy for Tuxera, which combines both face-to-face coaching for internal coaches and digital coaching and materials that Tuxera's own coaches can use to support their own teams in their day-to-day work. The programme will involve Tuxera's global sales team leaders from Europe, the United States and Asia, and will be coached by MTTC's Janne Kolehmainen and Joshua Moorrees, supported by the project manager Johanna Vilkuna.

The implementation of the built framework is still in progress, and so far, participants have been prepared to act as internal coaches, taught the basics of sales, and provided with digital materials to deepen their understanding of the different aspects of sales, both independently and with their teams.

”At first I thought I didn't need these digital components, but in hindsight I have found that they are a really good addition to the programme.”, laughs Timi. ”But the most important thing is this face-to-face interaction and coaching. It's where the team really gets involved and commits to common goals. Janne and Joshua did an excellent job of facilitating the discussion, because although there was some resistance in the team to repeating the basics and generalities, they got the team engaged and excited about the topic. Under their guidance, the discussion moved in the right direction, so that there was a clear development of thinking.”

Tuxera's Global Sales Academy has been modified several times while the programme was running. This is a particular reason why Timi can recommend MTTC as a coaching partner. ”MTTC is a listening player, able to adapt the programme to the customer's needs in a very flexible way. The communication with Janne, Joshua and Johanna has been really proactive when we have had to modify the implementation. It's been great!”

Joshua from MTTC describes his own learning path with Tuxera as follows: ”Global coaching programmes are both very challenging and rewarding at the same time. At the same time, we need to find ways to build a globally shared approach to management and operations, while retaining the flexibility to combine this global shared approach with local cultural characteristics. In such projects, we harness the resources of local management, which nevertheless has a superior understanding of its own cultural framework. Our role is to help globally diverse leaders and teams understand each other, learn best practices from each other, and commit to a common approach.”

We at MTTC would like to thank Tim and the whole Tuxera team for the open and courageous dialogue and how the cooperation between the participants and between them and the coaches deepened throughout our journey together. We are delighted that our journey together is off to a good start!

Tuxera and MTTC continue to work together to develop sales.

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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.