Sandvik Coromant – CSC | ImpactSales
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Sandvik Coromant – CSC

Case Study: Sandvik Coromant

Consultative Sales Certification

The Situation

Sandvik Coromant is an international leading manufacturer of tools, tooling solutions and know-how to the metalworking industry. With extensive investments in research and development they create unique innovations and set new productivity standards together with their customers. These include the world’s major automotive, aerospace and energy industries. Sandvik Coromant has 8,000 employees and is represented in 130 countries with over 1,000 sales professionals.

 

Sandvik has a history of manufacturing quality products and a sales team that is responsive and very technically knowledgable.

 

There was no doubt that this veteran sales team was highly capable technically and had the best interest of customers and distributors top of mind. Yet, as competition continued to get more aggressive, Sandvik realized that they needed to equip their sales engineers with the Consultative Sales skills to drive sales results with current and prospective customers.

The Solution

After conducting several interviews with Sandvik’s global sales leaders and top performing sales team members, Sandvik engaged Impact Sales to deliver the Consultative Sales Certification (CSC) program to their team of veteran sales engineers. Impact Sales worked with the executive team to identify the first inaugural group to test the program. The team was constructed of individuals with significant experience and technical capability. Once assembled, the initial test group consisted of 25 people spanning nine different time zones and seven countries. Impact Sales took great care in understanding each individual’s background, current sales successes and helped each set individual goals for sales growth.

 

After the initial virtual kick off meeting, Impact Sales and the Sandvik Sales Team worked together over the course of nine months focusing on developing core consultative sales competencies through independent e-learning, on the job application, individual coaching and online group coaching. Impact Sales provided the forum and platform for the global sales team to connect and collaborate to drive sales forward.

  • "My biggest gain was confidence. I have been in sales for five years and technically I was fine. This was just one eye-opener after another. Every module was directly relevant to what I do every day. At the end of the day, I am selling the same things, but now I present and communicate more effectively, have built better relationships with my internal and external customers, negotiate better and just approach my whole territory more efficiently."

    Richard Bowers, Sales Engineer – Sandvik Coromant – Canada

The Results

Sandvik CSC graduates report increased sales, better communication with clients and more insightful selling within the first three months of the program. Veteran sales teams report renewed sales opportunities because of understanding the full sales equation, not just the technical side.

 

Because of the success of this program, Sandvik embraces CSC as the new model for their technical sales teams.

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  • Included in the Program:

    • Consultative Sales Certification (CSC)
    • Blended-Learning Curriculum
    • Assessment and Evaluation
    • Pre and Post Session Application
    • Online Global Coaching Meetings
    • Learning Guides
    • Coaching Guides
    • Coach Forums
    • Global Virtual Graduation Ceremonies