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Aufbau Sales Excellence bei der Zurich Financial Services AG, Schweiz

Aufbau Sales Excellence bei der Zurich Financial Services AG, Schweiz

Die Aufgabe:

  • Optimierung der Vertriebsaktivitäten in mehreren Ländern
  • Realisierung einer nachhaltigen Vertriebssteigerung

Die Herausforderung:

Folgende Handlungsfelder sollten optimiert werden:

  • Systematische Arbeitsweise
  • Entwicklung/Verbesserung der vertrieblichen Fähigkeiten
  • Verbesserung von Qualität und Quantität der Arbeitstreffen
  • Individuelles Coaching
  • Zielgerichtete Tools zur Vertriebsunterstützung

Die Lösung:

Auf Basis der folgenden fünf Erfolgselemente:

  • Systematisierung und Strukturierung des Vertriebsprozesses
  • Erfassung und Monitoring der Vertriebsaktivitäten
  • Durchführung regelmäßiger Vertriebsworkshops
  • Coaching durch Führungskraft
  • Praktische Hilfen in der Vertriebsunterstützung

Es wurden diese vier Schritte realisiert:

  • Analyse Ist-Situation (Fokus-Phase)
  • Pilot-Phase
  • Vorbereitung Rollout
  • Rollout

Das Resultat:

Die Teilnehmer waren begeistert und überzeugt, dass das Projekt Vertriebserfolg bringt. Nachhaltige Vertriebssteigerung in Stückzahl und Einheiten (€) realisiert.

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