Client

MAN Energy
Solutions

Short recap

We are creating a management program to help the company on a long term basis educating and motivating its salespeople to sell more digital products.

Challenge and needs

The salespeople don’t show the desired interest in getting the necessary knowledge and understanding of the products’ functions and benefits, or in including them in the communication with the customers.

A readiness for adjustment is lacking, as well as a realisation that the market has changed – towards including more digitally based products and services that optimises the use of the physical products.

MAN wants to motivate the salesforce to embrace the company’s digital offerings – for the benefit of both company and clients.

Solution

We are doing a change management program. In which we desire to:

Target 1

To create the necessary change in the attitude of the sellers regarding the digital solutions. And make them motivated to both learn new things and use the newly acquired knowledge to sell more digital products. (Not only because they have to – but ideally because they realise the potential added value for the customers, and how this can create an even stronger customer base and relationship)

Target 2

In order to fully meet the first point, another objective is to equip the salesforce with the necessary know-how about the digital solutions. And get them to feel more competent and self-secure in selling these new products.

Target 3

A third objective is to make a sustainable and lost-lasting change management process by training MAN’s sales manager to be in charge of the roll-out of the program.

Virtio's role and process

We are doing a change management program. In which we desire to:

Target 01

Target

A third objective is to make a sustainable and lost-lasting change management process by training MAN’s sales manager to be in charge of the roll-out of the program.