In 2003, IKON Office Solutions A/S made an agreement with SalesPartners AIS the purpose of which was to train the internal Account Managers and Key Account Managers in B2B and B2G sales. The objective for IKON was to increase the hit rate and the efficiency of the telephone canvassing significantly and to increase the inflow of new customers to our customer base. Moreover, the training was to include a development of the consultants’ skills in connection with the telephone canvassing aimed at chief executives in Danish enterprises.

We chose SalesPartners A/S as supplier for various reasons:

• SalesPartners proved and documented that the skills were present as they had success with telephone canvassing.

• SalesPartners took an active part in the training, which gave a great trustworthiness as regards the consultants and stimulated their will to get success with the training, e.g. by increasing their self-confidence.

• Furthermore, SalesPartners contributed a tailored script for the training which is still a strong tool one year later. We use it every day in connection with the daily telephone canvassing.

• Moreover, SalesPartners motivated the consultants to test various versions of scripts and thus kicked in that each consultant could find his/her own ’style’.

The training took one month and was managed by external employees from SalesPartners. The result of IKON is an increased hit rate in connection with our telephone canvassing and a changed attitude as to telephone canvassing. The development of the consultants’ skills has among other things resulted in the fact that they do not find it as difficult as initially assumed.

There is no doubt that IKON is very satisfied with the cooperation with SalesPartners and the successful experience with SalesPartners means that today – one year later – it still plays a role in the consultants’ daily work. SalesPartners made an entirely professional and fully committed effort.

Yours sincerely