» The entire company, we started thinking differently, we started to talk about the challenges of our clients, decision makers and the probability of business opportunities. We have control over the sale.«
Gregor Žerovnik, Sales Manager, Iskra Mehanizmi d.o.o.
The company was too dependent on Philips, which posed a threat, as any sudden changes in the client's strategy could be fatal for the company.
Employees were overwhelmed by operational work on existing projects and were not proactive enough in searching for new clients;
the company did not have a detailed strategy on how to obtain new projects;
the opportunities that came in the form of inquiries were not exploited by the company.
Needs and Solution
The company director said that they could succeed if:
they would focus on the market and look for the right and “hot” opportunities;
sales team would be enabled for quality processing of those opportunities and the acquisition of one large and one smaller project with two new clients;
quality approaches would also be used when working with existing clients.
Atol has proposed a comprehensive, results-oriented solution, which consists of a series of guided workshops, consulting sessions to establish a sales system and customised tools to implement the system, combined with a range of activities to ensure successful implementation in practice.
The sales team had begun to proactively approach new potential clients abroad and in over 4 months established over 200 contacts with the right people in targeted companies and generated approximately 20 specific inquiries;
with a developed and implemented approach, they started cooperating with one of their biggest and most important client, at the stage of developing a new product;
the awareness of the importance of recognising the client’s needs as well as the proactive approach in generating leads and the sales function in general has grown throughout the company.
About the Company
Iskra Mehanizmi is a globally recognised supplier of technologically highly demanding solutions in the fields of mechatronics, automotive and electrical appliances with over 60 years of tradition.