Convince yourself from our success I Sickel-Team

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Telecommunications

Goal: Develop from a product to a solution provider

Solution
• Holistic view of the sales process
• Buying center analysis, in-house at the customer’s premises
• Create individual customer action plans for individual sales projects
• Simple, practical approach

Result: In some cases tripling of sales to existing customers



Eye Care/Opthamology

Goal: Develop the company into the “preferred address” among customers

Solution
• Planning and implementing a training and coaching program over several years
• Training and coaching throughout the consulting process
• Creation of a “consulting primer” to guide implementation
• Coordination/integration of managers

Result: Increase in customer satisfaction from 5 to 8 points

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Insurance

Target: Increase new contracts by 25%

Solution
• Management “buy-in”
• “Commitment Day” for management and sales
• Coaching of the sales team
• Pit stops to ensure results and sustainability

Result: 86% of the sales team achieved the goal of a 25% increase in new contracts, measured over 6 months

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Banking Solutions

Goal: Increase market share for services and solutions, develop into a solution provider (from the customer’s perspective)

Solution
• Focus on solution sales
• Training in sales and service
• Program extended to all new hires in sales
• Coaching training for management
• Integrating the concepts into the existing CRM landscape

Result: Increase of solution sales by €100 million in only one region, year on year



Energy supplier

Goal: Increase customer recovery rate, outbound telephone services

Solution
• Benefit from the contractual framework conditions
• Change of attitude: wanting to fight for the customer
• Introducing a motivating target-setting system
• Understanding the purchase motives of customers better and developing respective sales arguments

Result
• Increase of customer recovery rate by 50%, long-term
• High sales motivation through transparent targets
• Increased customer satisfaction thanks to more personal customer contact
• Enhanced motivation through more authentic customer contact and target achievement



Crane Engineering

Goal: Win more sales projects against low-cost suppliers, resource management

Solution
• Resource optimization through well-founded GO/NO GO decisions
• Development of a company-specific program
• Training of all sales managers as change agents
• Germany-wide implementation of workshops
• Integration into existing CRM software

Result: 23% fewer offers, 14% more secured projects

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Information and communication technology

Objective: Developing and implementing the staff qualification measure “Excellence in Consulting”

Solution
• Concept development coordinated with a specialized trainer
• Immediate implementation of the technical contents in various sales and consulting situations
• Integration of managers
• Integration of managers in the project

Customer rating: “One of, if not THE most successful seminar series our company has ever held.”



Dental materials

Goal: Training the new sales team with a very diverging degree of previous knowledge – and integrating the “old hands” in the company

Solution
• Sales and product training in parallel
• Traditional sales training
• Field training
• Leadership training

Customer evaluation: “Mr. Sickel and his team have actually managed to form a winning sales team from a highly diverse group employees.”
Sales manager, in-house staff

What inspires our clients

Measured over 3–6 months

Increase in customers of IT services

Take rate Telesales

Sales in telecommunications, electronics market

measured over 6-12 months

Bathroom/kitchen orders in DIY sector

Mio.

Sale of solutions compared with previous year, banking automation

Sales in dermatology, pharmaceuticals

Press

Telecom Handel attended one day of Sickel-Team’s Vodafone Sales Academy and reported in detail about our training at Vodafone. The Handelsblatt also covered our sales training and successful sales concepts…

Handelsblatt about successful sale

Recap Telecom Handel

Handelsblatt about sales training

Extract of our customers

OUR AREAS OF EXPERTISE

Food & Beverage
supercenters / megastores
Retail
Consulting
Advertising agencies
Gourmet food
Cosmetics

Printing
Pharmaceuticals
Medical technology
Bank automation
Heating & Sanitation
Dental materials
Aviation

Software
Car trade
Telecommunications
Facility management
Foundations
Digital Services Company
Automotive

Breweries
Fashion
Furniture industry
Mechanical engineering
Microelectronics
Publishers
Leisure industry

Vodafone Sales Academy

Together with Vodafone, we designed and founded the Vodafone Sales Academy – a true success story! Our team of trainers has been continuing to build on this success story for many years, with more than 4,200 participants graduating per year and being launched onto the fast track in sales.

Retail

We will take you to the top!

Always new challenges with different customers is your daily business. For you this means exciting tasks with high standards and great opportunities. We will make you fit for these challenges – professionally and personally.

The ability to convince people runs through our lives like a red thread. It determines, how successful we are. In four consecutive training modules you will experience how easy it is to sell more. Among other things, you will learn to communicate even more successfully, to motivate yourself, to develop more attraction and to be convincing.

„Well Done!“ Award

Create Contracts digitally

Vodafone Management honors Projektteam with „Well Done!“ Award.

Framework agreements for business customers are now ready within one day. Employees and external partners have received the Well Done! award from the Vodafone management for the outstanding team effort in implementing the project. With the new price configurator, the sales department can digitally create mobile phone framework contracts and send them immediately by e-mail. The release is done electronically. By comparison, internal processing previously took an average of more than 30 working days.

Within the framework of the project, the Sickel team designed and implemented an extensive webinar series as virtual live training. In a very short time the new pricing configurator was successfully introduced to more than 500 sales employees. The webinars have decisively contributed to the acceptance and sustainable use of the system and new processes in sales. The “Well done!” Award was created by the management of Vodafone Germany as an award for outstanding team performance. The ExCo awards it once a month and thus honours project teams that have achieved a particular success.