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Guidare il cambiamento in ambito Sales

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行业
Technology, Telecoms & Media
解决方案
Change Management
Team Development

关于

Medtronic, leader mondiale nel campo delle tecnologie mediche, ha chiesto di disegnare una Academy incentrata sulle Vendite per affrontare al meglio le nuove sfide del mercato pharma.

L’azienda ha riconosciuto la necessità di guidare un cambiamento nei comportamenti di vendita e relazione con il cliente con l’obiettivo di creare delle best practice condivise e riconoscibili.

Impact e Medtronic hanno lavorato in stretta partnership per progettare una “Sales and Marketing Academy”.
I focus degli interventi sono stati principalemente due:

  • Generare un maggior allineamento e integrazione tra le vendite e il servizio clienti in termini di comunicazione ma soprattutto di competenze di vendita e relazione con il cliente
  • Gestire la relazione con il cliente anche in termini di preoccupazioni, obiezioni e lamentele

Una misurazione condotta attraverso la Behavioural Analysis ha messo in luce come alcuni comportamenti, considerati di successo per la vendita da solide ricerche internazionali, e, oggetto dei percorsi di formazione, sono stati messi in pratica dalle persone dal 20 al 56 % in più rispetto a prima.

客户评价
了解客户对我们的评价
Piero Beltrame
HR Development, SE Europe
Ericsson
“Our programme was a great success. The participants were deeply involved and gained awareness and motivation about ‘who I am’ and ‘what I want to change/achieve’. Many have said this was the most memorable development event they’ve ever participated in. Co-operation with Impact was excellent. We especially appreciated their consultative skills and creativity in designing the programme, their ability to listen to our needs and also their observation and feedback abilities with the participants."
David Wambebe
CEO Ilderton Motor Group
Sony
"This initiative provided a great opportunity for community groups to foster new or better relationships with the private sector. I don’t think I am overstating the fact when I say that this is one CSR agenda that has worked and has provided tangible benefits for all concerned.”
Chris Ranger
Director of Services
Motorola
"In summary, a fantastically positive outcome for the EMEA Services Management team. We have improved business performance and enabled sales to exceed their targets as well as services targets in terms of contract attachment, contract revenues and deferred revenues. All of this has been done within the true spirit of co-operation and respect for each other."