MOL Austria Handels GmbH’s Post

🚀 Time for Change: Elevating Sales Management to Meet Today's Standards 🚀 This week has been eye-opening, as I've come across reports from Finland about young sales professionals resorting to unethical practices due to unrealistic sales targets. Having worked tirelessly for over 12 years to improve the perception of sales in Finland through university education, I feel it's crucial to spotlight an often overlooked aspect: the role of sales managers⚠️ The landscape of sales has dramatically transformed. Modern customers demand sales experiences that deliver true value and are tailored to their specific needs. The most effective sales interactions are those grounded in a deep understanding of the customer, facilitating a collaborative journey towards the right solution. This approach is common in B2B sales, but when things go wrong, the sellers are usually the ones held responsible. ‼️It's time to rethink the role of sales managers in guiding sustainable and responsible sales organizations in today's intricate and diverse business ecosystems. Should we bid farewell to outdated sales management methods?👀 🆘Customers are increasingly looking for business partners who operate sustainably. If we don't revise outdated sales metrics, we risk misdirecting our efforts and potentially ruining the careers of many promising sales talents. To all sales managers grappling with the complexities of today's digital, sustainability-focused business landscape, consider this a call to action. Educational institutions like Tampere University of Applied Sciences and University of Eastern Finland in Finland offer programs in sales management. We're ready to help you navigate this shift. 💡What should be done? What are your best practices to prevent such unethical sales tactics and the wasting of customers' time? Share your insights below! 👇 It's high time for a sustainable revolution in sales management. Let’s collaborate to foster a sales culture that prioritizes integrity, understanding, and long-term value over short-term gains. If you want to be aboard, send me an invite to connect and let's discuss more! #SalesManagement #SustainableSelling #EthicalSales #DigitalTransformation #SalesEducation #TAMK #UEF #B2B #sales #selling #management #sustainability

One way being #global differs in Sales (and Presales) management? Flexibility. Going global is about scaling up. However, not everything that has worked domestically will work everywhere globally. Trying to scale up a model that doesn't fit a specific market is doomed to fail. So, being global means being flexible. You should apply the best practices that you learned in situation X when they are applicable and innovate when they are not. Here are a few quick examples. Sorry Anna Barcelos I left the Marketing examples out this time. :) #salesmanagement #business Sissel Rönneberg-Schlehlein

Following on from the written Inside Sales case study shared earlier this week, this video dives into greater detail on how the introduction of this team helped to grow the top line of the EMEA region of a Medical Device manufacturer, helped improve gross margins, and increased customer satisfaction. Contact Atlantic Cedar Ltd to learn how we can help you to accelerate your top line growth and improve sales effectiveness. #atlanticcedar #commercialeffectiveness #consulting #insidesales #sales

🌟 Excited to shed light on the key pillars of the Sales Support Team! 💼 As a Sales Support Executive, I've had the privilege of contributing to three main areas: 1️⃣ #Sales_Coordination: Ensuring seamless collaboration between our sales team and valued customers. From order placement to post-sale support, effective coordination is key to delivering exceptional service and fostering lasting relationships. 2️⃣ #Order_Processing: Handling and fulfilling customer orders efficiently and accurately. From receiving orders to arranging shipment or delivery, our team ensures that every step is meticulously executed to meet customer needs and maintain satisfaction. 3️⃣ #Cross_Functional_Collaboration: Collaborating with teams across departments such as marketing, logistics, and finance to ensure smooth execution of sales processes. This collaboration ensures alignment and optimization to meet customer needs and organizational objectives.Let's continue to excel in these areas and drive success together! 💪 #SalesSupport #SalesCoordination #OrderProcessing #CrossFunctionalCollaboration 📦🤝

Have you ever wondered how sales strategies differ across borders? Between Dutch and U.S. sales strategies! It's a total game-changer! 🌐 Netherlands: - Relationship-Centric: Dutch sales prioritize cultivating long-term relationships and fostering trust through personalized service. - Consultative Selling: A meticulous approach to understanding customer needs and delivering tailored solutions. - Conservative Decision-Making: Decisions involve a consensus-based process with thorough evaluations by multiple stakeholders. - Emphasis on Quality: Quality and reliability are paramount for Dutch consumers. United States: - Results-Driven: U.S. sales focus on achieving targets, closing deals efficiently, and driving revenue growth. - Aggressive Sales Tactics: Assertive strategies leveraging urgency and persuasion for quicker decision-making. - Innovative Technologies: Leading the way in adopting cutting-edge tools like CRM systems, AI, and data analytics. - Competitive Dynamics: Navigating a competitive landscape requires agility, quick responses, and a focus on differentiation. Plan your game-changing meeting with Edward Verweij , our Chief Sales Officer, and learn where cultural distinctions meet sales mastery! 🌍: https://lnkd.in/eEdt_GPz #VanHollandGroup #USA #Business #Sales #Entrepreneurial #Netherlands #GlobalSalesStrategies #CrossCulturalBusiness #professionalinsights

Our Senior Consultant, Ben Jones, discusses the details of how he drove top line growth through the creation of an EMEA-wide inside sales team to supplement field sales capabilities during his tenure at a global medical device organisation. Read this summary to see at a glance the problems and resolutions of this case study, and discover the successes of this sale effectiveness strategy: Challenges the Organisation Faced: 1. 'C' accounts in EMEA were declining by 21% in revenue YOY. 2. Field sales reps had -50% 'C' accounts per territory which they had limited capacity to visit. 3. Internal systems and processes were not tailored for virtual selling. 4. Sales leadership culture change to convince them that inside sales is viable in their industry. Solutions Proposed and Explored: 1. Design and launched a centralised EMEA-wide Inside Sales team designed to target 'C' customers and/or low complexity products. 2. Various model options explored (centralised vs. dispersed). 3. Centralised Barcelona location chosen for the team. 4. Processes and tools introduced or redesigned to accommodate Inside Sales requirements. 5. Team outsourced for initial 12 month pilot. 6. Team fully internalised following pilot. Benefits of Proposed Solutions: 1. Average number of account per field sales reps reduced 78%. 2. £3 million organic revenue growth in under 12 months ( 275%) 3. Improved profitability with 'C' customer base ( 6% GM) 4. Increased customer engagement with 'C' customers. To find out more about how Atlantic Cedar can help improve your sales effectiveness. Click the link below: https://lnkd.in/e2ZYSBTj #atlanticcedar #saleseffectiveness #commercialeffectiveness #consulting #drivetopline

What is Sales Enablement? I joined JLL a year ago, the sales enablement role was a new approach within the business. From the outset it involved diving into all the business lines, building relationships and adapting to the various  needs specific to each area. It is a unique and challenging role which involves a range of responsibilities overlapping with our research and marketing teams all aimed at driving business growth. The major focus is on alignment of  a wider EMEA process  to provide sales support across JLL, allowing our teams to spend less time on administrative tasks and more time focussed on what their clients need. The role is evolving all the time to keep up with the needs of our teams and their clients. Being a sales enablement lead is certainly not a one size fits all role. I remain focused, however, on making it an easier process for everyone to win business through best practices and streamlined systems. 

Divide your customers into 3 categories: high, medium, and low potential. This will give you a better overview of customer value.   Customers in high-potential segments will usually be served by key account management, those with medium potential by standard account management, and low-potential customers by inside sales, customer services, and digital channels. Most commonly, low-potential customers are strong candidates for divestment, thereby freeing your resources to better serve medium and high-potential ones. Another possibility is, as just mentioned, to move them to less cost-intensive channels.   Following this methodology, you have made the first important step to allocate time of your sales teams and budget to focus on the most promising customers. Get solutions from KRAEMER Sales Excellence Consulting GmbH In the comments, you will find more information on this topic as well as the German and Italian versions of this post. #commercialexcellence #customersegmentation #budget

Divide your customers into 3 categories: high, medium, and low potential. This will give you a better overview of customer value.   Customers in high-potential segments will usually be served by key account management, those with medium potential by standard account management, and low-potential customers by inside sales, customer services, and digital channels. Most commonly, low-potential customers are strong candidates for divestment, thereby freeing your resources to better serve medium and high-potential ones. Another possibility is, as just mentioned, to move them to less cost-intensive channels.   Following this methodology, you have made the first important step to allocate time of your sales teams and budget to focus on the most promising customers. Get solutions from KRAEMER Sales Excellence Consulting GmbH In the comments, you will find more information on this topic as well as the German and Italian versions of this post. #commercialexcellence #customersegmentation #budget

How International Inside Sales Expertise Drives Organizational Success 🌍 In today’s interconnected world, the importance of a robust inside sales strategy cannot be overstated. But what happens when you bring international expertise into the mix? 🚀 Expanding Horizons: Leveraging international inside sales expertise opens doors to new markets and opportunities. Understanding diverse business cultures and customer behaviors helps in crafting tailored solutions that resonate globally. 🔍 Market Insights: International sales teams provide invaluable insights into emerging trends and market demands. This knowledge is crucial for developing strategies that align with global market dynamics and customer needs. #salesclosing #salesstrategy #clienttestimonials #buildingtrust #customersuccess #salestips #businessGrowth #internationalsales #b2bsales #b2b #ussales #uksales