Gabrijel Aluminium
»The entire project was carried out very professionally. Sales tools help me to understand the customer.
At every point in the sales process I know where I am and what I have achieved.«
Andrej Gabrijel, Director at Gabrijel Aluminium
Business Challenges
The company was heavily dependent on one large customer. Due to dynamic market conditions their business faced serious risks from the potential loss of its primary revenue source, and they faced an uphill climb to acquire new, large European clients.
Reasons
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while they managed to handle marketing well enough to identify promising new clients, sales execution and winning serious customers remained a problem;
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they were used to talking with existing customers who were already looking for a supplier, but realized that pro-active selling to new potential customers requires completely different approaches;
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management didn't know how to recruit a salesperson who could execute such a large scope of activities.
Needs and Solution
Mr. Gabrijel said that they would succeed if:
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the sales team used a tailored sales process, supported by appropriate sales tools when approaching new clients;
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sales managers introduced new hires more quickly by using a unified sales process;
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management were able to forecast sales and monitor performance.
Atol proposed a comprehensive, results-oriented solution, which consists of a set of guided workshops, consulting sessions to teach sales methods, and a set of customized tools to implement the system smoothly, complemented by a range of targeted activities for a thorough and successful launch.
Results
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a Sales Manual now codifies essential procedures to ensure the successful functioning of the sales team, enabling the firm to introduce a new salesperson to Gabrijel Aluminium’s sales culture quickly and professionally;
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due to the new information tools, the sales team can launch new projects effectively and monitor all tasks and arrangements;
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managers can monitor and supervise the activities of the entire sales team and produce reports and analyses to supervise all tasks effectively and predict sales results with accuracy.
About the Company
The Gabrijel Aluminium Company helps the most eminent European manufacturers find innovative solutions for the production of components and aluminum surface treatment.
With innovative approaches they are able achieve high quality products and lower production costs for their clients and end worries about interruptions in production, inconsistent quality, late deliveries etc.