Why did you / your organization choose to work with SPI? (0:13 – 1:02)
What were the triggers which created the need for sales performance improvement? (1:02 – 1:32)
What were the key deliverables in this program? (1:32 – 2:11)
What are the largest differentiators you notice in the sales teams before and after they completed the program? (2:11 – 2:50)
Would you recommend SPI to your peers and other companies experiencing similar issues? (2:50 – 3:38)
My name is Dominik Santner, at Anton Paar I am the regional director for region Europe, and in this position I’m responsible for the Sales, Service and Marketing departments at our Headquarters, in Austria, and on top of that me and my team, we’re responsible for the 15 subsidiaries within region Europe, and they’re basically doing Sales and Service for Anton Paar.
I’m Agnes Meszaros, at Anton Paar I’m the International Sales Academy Responsible, coordinating the instructor-led trainings and the whole Sales Academy learning plan at our subsidiaries all around the world.
Why did you / your organization choose to work with SPI?
You have to know that Anton Paar is 96 years old, and we have never been the guys who just sell an instrument and then walk away. We have always tried to collaborate with our customers, we have always tried to build up partnerships with our customers, and in this perspective, we believe that SPI is just the right partner for us, especially with the Solution Selling methodology.
We chose to work with SPI because the company has a very professional approach towards its customers, and we had a really good collaboration since the beginning, and they have worldwide presence, trainers, and all the trainers have very strong technical and sales background, which is essential for us.
What were the triggers which created the need for sales performance improvement?
So, what was the trigger? Two years ago, we saw that we have quite some issues with fluctuation, not that fluctuation was especially high within our sales subsidiaries, but fluctuation is very expensive to us. This comes from the fact that it takes between 3 months up to one and a half/two years until a sales representative is well trained and able to properly sell our products to customers. You can imagine that this is very expensive to us, so we made the decision that we wanted to implement a globally standardized sales training, in order to help our sales representatives to ramp up faster, to feel more comfortable selling and to have success earlier.
What were the key deliverables in this program?
I think nowadays people need more interaction and more engaging exercises, practical assignments to use the learning content so that it is not lost after the three-day instructor-led training, and SPI really knows how to do that. They have very good videos, they use a lot of games and small tests and practical assignments in their learning plan.
There’s one tool to help our colleagues to find the right decision-makers at our customers’ side, and of course this helps the customer but also us to save some time and to find the proper solution quicker.
The flexibility SPI has shown towards us was very important for us, as we receive the chance to integrate our sales process and our sales examples into the learning content, and we believe that this is the key of success for Anton Paar Sales Academy.
What are the largest differentiators you notice in the sales teams before and after they completed the program?
In fact, we just started with our instructor-led training courses, but what we already see is that there is a very positive movement within our sales organization, so people are very optimistic, and people are looking forward for the training courses, and after the first training courses we already got feedback and it was just great, in different countries actually.
Would you recommend SPI to your peers and other companies experiencing similar issues?
I would absolutely recommend SPI to companies who are dealing with complex products or solutions whereby they need Solution Selling. This company has professional trainers who understand the customer needs and can adapt to any kind of situation regarding sales.
To companies who sell technical equipment and to companies where it takes very long to sell something and to find a proper solution for the customers, I would definitely recommend SPI.