Success with the help of Adeptus services
Sales power was increased by overcoming Sales Call Reluctance
Messua Oy, an organizer of exhibition services, gave its revenues a solid boost with SPQ*Gold® training. The company’s sales team contacted customers 85% more effectively when the lessons had been used in practice for three months. Six months after the workshop, the efficacy of contacts had increased by 104%. Offers were made with both new and existing customers.
“The sales results started increasing immediately. We are expecting growth of 20 percent in revenue,” says Managing Director Eriikka Kalliokoski.
Messua’s sales team consists of nine competent professionals. Kalliokoski says that the training provided everyone with new tools and ways of thinking to apply in the work. Establishing contacts with customers became more active and easier.
Regular work assessments improve results
Messua’s sellers hadn’t used their experience and expertise at full power. Struggling with lack of time and too many different projects and products also took its toll.
“We learned to utilize our internal resources. This is easier and more efficient than influencing external conditions. The training was a good lesson in introspection, and the results revealed were even surprising at times,” says Kalliokoski.
An internal follow-up meeting was held six months after the training and it was evident that more courageous ways to meet the customers had been brought into permanent use. A session with the coach for successful continuation was deemed necessary, however.
“From time to time, it is useful to have a catalyst questioning the approaches and limitations that have taken root in the community. The training from Adeptus was individualized and practical. It is also a benefit in competition that the sellers can develop themselves while working,” says Kalliokoski.
Messua Oy is one of Finland’s leading fair and event service companies. The customer gets all the arrangements under the same roof, from planning to implementation, for both Finnish and international events. Messua has offices in Lahti, Tampere, and Oulu. The company has 30 employees. This family enterprise was established in 1987, and Eriikka Kalliokoski continues the tradition in the third generation.