Salespeople and non-salespeople at Nolek took the first step together towards a new sales organization

The team has gained an understanding that sales work is not just about technology

Sales at Nolek have been good in recent years, but the challenge of the distributed sales team requires structure and continuity in internal communication. The project-based assignments often lead to periods of varying workload, which places additional demands on sales managers to coordinate and plan the work well.

We have named Mattias Jämtin, Sales and Marketing Manager at Nolek, as Mindit's Sales Manager of the Month. Mattias and his team have worked proactively and structured to develop sales work over the past year. Nolek are experts in leak detection, leak detection systems and leak testing.

Industrial company with global sales organization

– Nolek is a medium-sized Swedish industrial company with a global sales organization. We have a total of 120 employees, and we have staff in most parts of the world. Our challenge is not to find leads for new customers, but to coordinate global project sales.

– We often have different periods of low and high pressure on each other, both in sales and delivery. The entire organization may need to be involved in delivery, but at the same time our sales people must be able to focus on getting new orders.

The entire organization's technical expertise is needed in sales work

– All our employees have a high level of technical expertise, which is a necessity in sales work. Our products are specially adapted to each customer, and sometimes we need to have many people involved in the same process. At the same time, the customer may be on another continent. In that case, it is important that we have a common picture of how the sales work should be driven forward.

First step to further develop sales work

– Together with Mindit, we have worked with our salespeople, project managers, sales managers and country CEOs over the past year. The project has meant that we have all been able to meet each other globally. And even though it was in a digital format, it has yielded good results.

Create consistency in the sales process

– It gave us an arena to come together and work towards a uniformity in the sales process. The reactions from the staff have been good; many appreciate that you get time and a forum to meet and talk through these things. Then I always think it is positive when the team feels that you are investing in them.

– For us, this will be the first step towards an organized joint sales process. Since we are working on it together, it creates a sense of support in the team. It was also received positively outside of Sweden, where it is less common to participate in development work in this way.

First step towards a structure adapted for a growing organization

– This is the first step towards a more structured organization that is adapted for growth. This is partly possible thanks to the team having gained an understanding that sales work was not just about technology, for example in negotiation situations.

Advice for other managers in a similar role to yours?

– Global teams always bring challenges. It is important to stay in touch continuously, and set a good meeting structure with recurring team meetings and general information meetings.