Client: Sartorius AG
Leading international medical technology company
Together with Sartorius AG, our MTI team of experts implemented a global training program that specifically aligns sales with a value-based selling approach. The aim was to strengthen customer orientation, communicate the added value of the company's own solutions more clearly and thus achieve higher closing rates and margins.
A blended learning concept with self-study phases, virtual sessions, practical case studies and networking was implemented in a multi-stage process. Accompanied by specially trained "program champions", the participants quickly achieved visible success.
The results speak for themselves: in the Bioprocess Solutions division, the defined growth targets were clearly exceeded with an increase in sales of 53% (2021) and 22% (2022). The closing rate for value opportunities rose by 2-4%, as did average order volumes. Accompanying 360° feedback also revealed noticeable changes in behavior, particularly in the areas of "creating demand" and "creating options".
The training approach has received several awards, including the European Training Award in Silver 2022 and the abp (Association of Business Psychology) Award 2023.