Engineering companies operating in highly competitive environments have to differentiate themselves through their people as much as their propositions. However, while the industry is characterized by high R&D and capital expenditure, less attention is often given to developing sales organizations that are able to maximize the return on these investments.
We’ve helped some of the world’s largest chemical, mechanical and electrical engineering companies develop their sales skills and organizations. We do this by focusing on customer needs rather than a sales process, aligning with their desire to deliver outstanding service. Challenges we’ve helped our engineering clients address include:
- Developing sales teams who understand how to sell on value, and not just on price
- Introducing a consistent, client-centric sales approach across multiple teams, countries and business units
- Managing uncertain market conditions through building stronger trusted advisor type relationships and developing robust strategic account management processes
- Maintaining a continued focus on profitable growth by improving the commercial acumen and negotiation skills of sales teams
- Achieving organic growth targets by cross-selling and identifying new opportunities in existing client relationships
- Integrating and standardizing the sales processes in newly acquired companies
A global engineering company wanted to drive organic growth by developing a truly consultative salesforce that would differentiate it from its competitors. Together we created a three-year Sales Excellence development journey for the sales teams, with strong support and participation from management and leaders. The program needed to be globally consistent but also locally applicable to each of the 23 countries. The program has improved the win rate for new and existing business contracts.
The program supports current strategies with simple tools and processes that give a much better customer overview, the company’s own position vs the competition and a better understanding of the customer. Now salespeople talk the same language between countries and continents. Also, the conversations with the customer have moved more than ever into understanding customer needs and becoming a trusted business partner. Sales Excellence Leader, Global Engineering Business