Developing a Buyer-focused Commercial Approach in a digital and virtual World – a competencedevelopment programme
Introduction
Inrotech A/S is an integrator of robotic welding solutions established in 2017. The company is located at Fyen with an ambition to become a global leading supplier of high-quality user friendly mobile standard robot equipment. The company has a global distribution network with more than 80 distributors.
Background for the project
Inrotech is currently revisiting its sales processes and effectiveness, especially as the shift to virtualisation has become a more permanent feature than previously assumed. Specifically, in Project Sales which are more complex and demand greater degrees of customer intimacy, it is important that Inrotech sales teams are able to demonstrate trust-building behaviours with a cross-section of decision-makers from technical, operational and business sides.
The challenge is that digital working impacts the ability to foster trust especially with new clients, because scheduled virtual meetings formalise the interaction and limit the casual connection that results from the “water cooler” chat. Stakeholders expect the sales professional to get to the point more quickly to assess whether it’s worth investing their time, especially after a whole day of back-to-back zoom calls.
Deliverables for the project
The specific deliverables for this project are:
- A project sales training programme addressing sales competencies with a focus on becoming a trusted advisor in a virtual setting.
- The training must include specific tools, methods and techniques that can be applied in the salespersons daily work
Specific demands
- The training must be delivered virtually and demonstrate the tools and skills in live virtual training sessions
- The programme should be based on modules expected to be app. ½ a day of training each
- The supplier must have a documented track record with the specific kind of training including references
- The supplier should have specific knowledge within this area and being able to document approach and tools used for the training
Overall objective
To make the salespersons becoming trusted advisors to their customers in a virtual setting thus increasing sales results and profitability for Inrotech.
Conditions
On the basis of the tenders received, the right provider is selected. The selected provider will be contacted no later than April 13, 2021
Deadline
Friday, April 9, 2021
Contact
Project manager Lars Almind Knudsen, MARLOG
Description and price are sent to: Lak@marlog.dk