Sales increase was what CBB wanted. The company existed 30+ years and employed 300 employees. They wanted to increase the commercial effectiveness of its organization. Until then, commercial opportunities were only created and realized by “the management” of the company.
The order book was well filled, but there were indications that there were many more opportunities in the market due to the good name of the company.
By involving project executives and construction engineers in bringing in assignments, the demand for new skills arose. During the training the emphasis was on motivation, targeting, preparation of relevant discussion questions, strengthening relationships, using non-verbal signals and closing. The inventory among the participants yielded that they estimate that an additional turnover of 15% would be possible !!!
It was a great moment when, 6 month after the first workshop, the client stated: “One of the participants recently won the largest assignment ever!