Challenge Cotap:
Improve collaboration between account managers and customers
Cotap B.V. has been a leading flooring supplier in consumer retail in the Benelux since 1940. Cotap is able to respond to changing consumer preferences and has become a total supplier of 7 different product categories.
Cotap B.V. has been a leading flooring supplier in consumer retail in the Benelux since 1940. Cotap is able to respond to changing consumer preferences and has become a total supplier of 7 different product categories. Innovation, openness, honesty, and reliability play a significant role in this. Collaboration with customers is increasingly about partnership, and playing a supportive role is becoming more important. The role of an account manager is growing, and so is the development of employees.
“High-quality practice-oriented cases; significant impact”
“Sales Improvement Group professionally assessed the competencies that our employees already possessed individually. Through training, we could also see where they needed further development and the path they should take," says Hans van den Berg, divisional director of interior design. "Because the trainer has a lot of practical experience, we often work with practical cases that account managers encounter in their customer conversations. The way he prepares and conducts his training has a significant impact on Cotap employees.”
”Higher customer satisfaction, achieved revenue and margin goals”
Several concrete improvements have been observed, such as negotiation skills, customer orientation, and entrepreneurship as key competencies in customer collaboration. Certain skills are now better applied, resulting in greater successes and more customers choosing Cotap as their first-floor supplier. Cotap has evaluated what the company as a whole still needs for a future-proof sales organization and, together with the Sales Improvement Group, has developed an action plan for implementation in the field to take Cotap to the next level for its customers.
“Sales Improvement Group has contributed to the development of our field employees. Good employees make a difference, and customers also choose the person they do business with.”
How can I attract new customers? Where can I find the potential target audience for my product or service? What should be my plan of action in this regard? If you provide your contact details here, we will get in touch with you, allowing you to decide whether you wish to proceed to the next step.
