Better sales results thanks to development
When Fresenius Kabi leaders and I started talking about the development of their people, it was a pleasant debate. They had support in the form of a strong business need, they wanted a program that would bring results and they were ready to put extra energy into it. Radka Zachová in the role of HR manager and František Ciprys in the role of Sales director. And other people from Fresenius Kabi soon joined in and helped the project succeed.
Why development investment?
What was the goal?
-
sales and margin growth
-
success in tenders
-
number of customers with a broader portfolio
-
quantity and regularity of contacts with customer management
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increasing awareness of the Fresenius Kabi brand
What was the goal?
-
sales and margin growth
-
success in tenders
-
number of customers with a broader portfolio
-
quantity and regularity of contacts with customer management
-
increasing awareness of the Fresenius Kabi brand
The change in strategy of a company with a turnover of two billion CZK in the Czech Republic and Slovakia and eight billion EUR globally, together with a change in market conditions, had a clear conclusion: the sales team must find new ways of working to achieve new results.
And what are the results?
Not everything has yet been evaluated. Even the partial results we have took our breath away:
Revenue growth +23%
+23 %
+83 %
Úspěšnost v tenderech
+6,8 %
Tempo růstu marže
+106 %
Četnost kontaktů
And how did we go about it?
Apart from the practical workshops and trainings, which are hugely important but do not have the power to change anything, the following things were essential for success:
Naming what the expected business benefit is and what key people in the company have to do differently for it.
01
Quality preparation
Monitoring and support of changes in practice and their rooting in normal functioning.
02
Quality follow-up
A big thank you goes to the people at Fresenius Kabi, whether in the role of project leaders (from HR and the business side) or leading participants or members of the sales team, who took the development program and its results seriously.
03
Quality internal support
"It's nice to see the growing self-confidence of all the participants in the development program, how their attitude changes to the I can do everything mode and how it is reflected in their results. And for this you need to have a partner who you can count on to help you exactly where you need it. For me, that partner is humancraft."
František Ciprys, Sales & Commercial Director CZ, Fresenius Kabi
Give us the opportunity to help your business achieve better results.
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