A hidden champion and world leader in technical interior design faced strong pressure from its customers to innovate, with ever-shorter product lifecycles in the global marketplace.
In order to differentiate itself from the global competition and successfully establish its products in the market, it was clear that more attention needed to be paid to current and future customer needs.
I am totally convinced that the more agile a sales organization is to be, the more clearly the rules and scope must be defined. Rules and automatisms create freedom of manoeuvre. Only in this way is it possible for the local salesperson to quickly make clear statements to the customer’s purchasing team. This creates self-confidence in the employee, has a highly qualified effect and accelerates the decision-making process at the customer. This clear assignment of KPI-controlled implementation competencies is part of my concept of Vertriebshygiene®
