DS-Display & Data A/S is engaged in the sale and service of professional presentation equipment and graphical products through a national network of IT and AV dealers.

As a consequence of a new ownership structure and a new management our requirements as regards turnover, growth and earnings have considerably tightened.

People from our network strongly recommended SalesPartners’ goal-oriented sales training concept to optimise our sales process and competencies. On the basis of 2 initial meetings with SalesPartners we discussed a number of success criteria and objectives of the training. Ahead of our final choice of supplier, we completed a test of the concept using our sales group of 5 external and 3 internal sales consultants as test persons.

The success criteria for the training were:
    1) In increased loyalty and thus additional sale
    2) A wish for a greater focus on value-based sale, including an increased contribution margin
    3) An overall wish for a turnover/earnings increase of 8%

Having received a positive feedback from the sales group, an 18-month plan was prepared together with SalesPartners A/S. The plan was based on 9 sections each of 3 hours duration every 4-6 weeks from 15:00pm to 18:00pm.
Each section includes a line up of various issues which are targeted at our own products, customers and examples from the actual sales process.

Based on a contribution of 35 minutes on an interactive DVD, all the issues were discussed internally in the group. This contributes towards knowledge sharing within the sales group.

Finally, everybody will work out a specific action plan where each individual selects 3 relevant areas which he/she should follow until the next meeting where the matters will be discussed.

We have decided to have an external person managing the process. Thus, we combine the training with a dynamic external input. As an extra feature of the monthly meeting the DVD tools supplied by SalesPartners have been very useful to us as they have made it possible to go through the sections once more in everyday situations SalesPartners DVD which moreover renders individual use possible.

Having gone through 3 internal sections our focus on the significance of value-based sale and relation-based dialogues with our dealers has increased considerably.

After a short while the concept resulted in everybody having greater focus on selling values rather than prices – we have become aware of how important it is to have a distinct structure and target-oriented management in the sales process.

For these reasons we are very satisfied with our cooperation with SalesPartners and can warmly recommend the concept and our cooperator, Michael Hove, to everyone who is looking for an external input.

In case you need further information about the above-mentioned matters, please feel free to contact me.

Best regards