In the European organisation there was no alignment in structure or in methods. This was counterproductive in all international sales activities. The purposes was to establish one way of working and move from a product focus to a more consultative approach.
What we did
With strong senior management engagement, we have trained approx. 330 Key Account Managers in a pan-European Academy. There are three levels running over three years involving nineteen days of workshops. Language barriers have been overcome using local language training to support implementation. Some countries are also supported in recruitment. At HQ level we support with planning tools and sales tools.
KAMs have at all levels (EU, national and regional) improved their consultative mindset. We have established business planning-tools, validation-tools of clients and business opportunities. TMHE has a growth of 50 % over the years and the KAM-SoW is around 65 percent.