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Improving



Project example:
Improved processing of global/target accounts through the Account Managers


 The company

  • Global manufacturer of compounds/raw materials for the beverages industry, leading in integrated beverage & dairy solutions

 Client specifications

  • An EAME-wide uniform toolset of planning and analysing instruments for Account Managers for processing global/target accounts

 Project realisation

  • Briefing managers with pilot workshops; accompanying follow-up of executives on transfer
  • Adoption and test phase of the planning/analysing instruments through the global accounts and the managers
  • Two-day workshops for >100 Account Managers with action plans and follow-up through executives
  

 Results from the client's point of view

"With a great deal of empathy and experience Mr Willmann brought our young team leaders to an active discussion of their new role. Months later I heard participants still talking with great enthusiasm about these seminars and their concrete experiences of realisation."

U. Beiser, Bioscientia GmbH
Personnel Manager


Key factors for
success


  1. Integration of executives before/after the Account Managers are qualified
  2. Working with real cases, customer figures and real projects in the workshops, multilingualism
  3. Action plans and uniform templates enabled transparent and efficient monitoring of sales activities.