Clear process for sales work at Furhoffs Rostfria

“I can feel confident about where I start with my sales process”

Stefan Carlbom, Sales Manager at Furhoffs Rostfria in Skövde, has worked committedly and purposefully to develop both sales and customer service throughout the company. This is noticeable when we meet him and his employees at the factory in Skövde; both salespeople, marketers and customer service feel pride in what they do and they are confident in how they will work consistently and purposefully with all customer contact and sales.

That's why we're naming Stefan as Mindit's Sales Leader of the Month in November 2022 - congratulations Stefan!

Who is Stephen?

– My name is Stefan Carlbom and I have worked at Furhoffs since 2013, in a number of different roles.

Everyone in sales. Today I am sales manager for the plumbing and stainless steel interior design business area. I am also responsible for coaching all employees who work in sales and customer service. Which then includes our contract production business area.

Furhoffs needs to maintain a high level of service

– When we come to our sales process, the basis is that we should process and inform, the prescriptive level. It could be consultants, it could be architects. Then it is very important that we maintain a high level of service when the cases that come into the Furhoffs house, that the customer feels that they are being taken care of in a proper and professional way.

Wanted to get best practice written down

– If you look at our sales process, we have always been good at selling, we have always been good at informing. But, we had not written it down. So we actually wanted to capture this now that we need to get it written down. And then we made this Furhoffs sales manual together with Mindit.

Challenges of meeting customers across multiple platforms place high demands on security and structure

The challenges lie in meeting our customers on the platforms that exist. Regardless of whether it is digital, whether it is live, email or telephone. We should feel secure in everything we do. And then our sales manual is a very important tool to capture these different parts. Everything from how we plan, starting a meeting; what are my “A and B tasks”, as we call it.

Sellers have been given a clear process

– So when I come to work on a Monday morning, I'm confident that I'm going to start with this. Then it takes a different shape during the day and the week and that's okay, but I can feel confident in where I start with my sales process. And it's something that we've worked a lot on and are very proud of.

Mindit's seamless working method gave confidence

– When we talked about Mindit and Way of Selling and how they worked, I was so incredibly impressed by the seamless way they worked. From the fact that at the end we had an incredibly talented trainer, and before that we had a sales manager, who talked to us together with our product owners. And it all started with this person calling me, a cold call really, and asking the question and sparking interest.

– From that process, I realized that if this is a company that can present to me in this way, it felt very safe to understand that we will also be able to get a very good end product.