Building and delivering a sales culture to a multinational audience
3 min read
What did you want to achieve?
“I care a lot about the team’s activity and excitement. I wanted something that would benefit all of them. The team is diverse, and of course, everyone has slightly different requirements and slightly different targets. And we wanted results from everyone – there are many factors at hand in the job to deliver these results.
I understand this may be difficult to achieve when the product is delivered. Ultimately, we want to see our people’s activities generate and grow our revenues. We wanted to set a benchmark regarding these activities and, for that, we needed help.”
What was your need?
“We wanted to create a whole new programme of training courses. Not just on one sales topic; we were interested in several things. We wanted to create an entire programme to train our salespeople. Not only for our current salespeople but for our future salespeople to come. We were looking for someone who specialises in sales. It was a training course for salespeople – so we wanted someone with a lot of sales experience. We didn’t want an external public speaker – we already have a few of them here, and that wasn’t very successful for the sales team.”
“The most important factor was the international differences. We didn’t want a company that only trains Czech companies or deals with business only in the Czech Republic. We wanted someone who had experience in foreign countries, and SBR has that.
If we’re going to run a training course, we want it for the whole team – one that can adapt for both the juniors & the experienced team. And with regard to speaking English, which even in the present day still isn’t at a high standard in the Czech Republic, SBR were miles ahead of the competition – I think that’s important.”
Tomáš Klíma Chief Sales Officer
What areas have you moved forward in?
“By tracking all our opportunities, monitoring activity, tracking conversion rates, and checking that the pipeline produces enough prospects we have been able to make our sales. This has been very useful. And finally, we liked that SBR helped us understand our CRM, Salesforce. SBR have a lot of experience in this field. To me, it’s beneficial to talk with someone about Salesforce who uses it themselves, who uses it for their sales, and who can give us best practice on how, and what to set up. That was a personal favourite.”
About 2N
2N are global leaders in IP access control, creators of high-end video intercoms, smart readers and lift solutions.
