Konsultia took the best of all salespeople and turned it into a method

Big congratulations to Martin Ene, Sales Manager at Konsultia, who will be Mindit's Sales Manager of the Month in June!

Sellers needed to find a new common line

Konsultia went from 0 to 130 million SEK in sales in six years, then the pandemic put a damper on things. With the help of Mindit, Martin was quick to develop and implement a digitalized sales process. The dampers turned into a short-term hiccup, and now Konsultia is doing better than ever.

Long processes and strategic decisions at management level

– Starting with staffing solutions is often a strategic decision, at least if it is the customer's first time. It will be a long process and many points of contact for our salespeople. They need to have plenty of patience and a good process to follow.

Needed to switch to a new sales process

– Before the pandemic, we had only done physical meetings and suddenly that was completely out of the question. We had to completely change and needed to set up a good process quickly. A method that can be applied completely digitally or in combination with physical visits. We got in touch with Mindit and started exploring a good way forward together with them and our sales people.

The sellers were motivated immediately

– The salespeople were motivated immediately because they got to participate and think about how the new process should be designed. We took the best from all the salespeople and put it into a method. This has led to higher professionalism and clarity in sales. The method has made onboarding and training easier.

– We have also used the method on new salespeople, as it is easy to onboard when documentation and processes are in place. It is important that new salespeople get on track quickly. Many salespeople work geographically, so it is extra important to have a well-developed process to support them.

Do you have any tips for other managers in a similar role to yours?

• Try to work in a structured way with a clear method that you continuously evaluate.

• Having the right type of salesperson is crucial when dealing with complex service sales. Don't skimp on recruitment!

• Never give up! You learn even when you don't succeed – then you have to screw and keep screwing and adjusting until you find the right one!

• Work on long-term customer relationships and never let short-term sales goals take precedence over the customer's interests. Think about having a customer for at least 10-15 years and work accordingly.

About Konsultia

FOR SWEDISH INDUSTRY FORWARD

• Konsultia's staffing solutions help industry with skills supply and production in balance. Through fair conditions and a values-driven corporate culture, we attract employees who make a difference every day.

• Konsultia is estimated to have a turnover of approximately SEK 400 million in 2022.

• The home market is in northern Sweden and the company is expanding nationally.