Better Sales Results Through Development

When Fresenius Kabi and the leaders of Fresenius Kabi started talking about the development of their people, it was a pleasant debate. They had a strong business need in the form of a strong business need, they wanted a program that would deliver results and they were ready to put extra energy into it.
Problem
Lack of involvement and motivation of key employees in development programs, resulting in low efficiency of talent development and limited impact on business results.
Approach
We have designed a bespoke talent programme combining inspirational workshops, key skills development and individual support. We focused on practical transfer to practice, involvement of internal mentors and regular feedback for program participants.
Company
Fresenius Cabin
Industry
Healthcare
Service
Sales skills
Result
+83%
success rate in tenders

When Fresenius Kabi and the leaders of Fresenius Kabi started talking about the development of their people, it was a pleasant debate. They had a strong business need in the form of a strong business need, they wanted a program that would deliver results and they were ready to put extra energy into it. Radka Zachová as HR Manager and František Ciprys as Sales Director. And soon other people from Fresenius Kabi also added a hand to the work and helped the success of the project.

Fresenius Kabi logo

Why development investment?

The change in strategy of the company with a turnover of CZK 2 billion in the Czech Republic and Slovakia and EUR 8 billion globally, together with the change in market conditions, had a clear conclusion: the sales team must find new ways of working in order to achieve new results.
What was the goal?

  • growth in sales and margins
  • Success in tenders
  • Number of customers with a wider portfolio
  • the number and regularity of contacts with customer management
  • Raising awareness of the Fresenius Kabi brand

And what are the results?

Not everything has been evaluated so far. Even the partial results we have have taken our breath away:

Subsequent results of development

And how did we go about it?

1. Quality preparation

In addition to practical workshops and trainings, which are hugely important, but nothing alone has the power to change anything, the following things have been crucial to success:

Naming what the expected business benefit is and what the key people in the company should do differently.

2. Quality follow-up

Monitoring and promoting changes in practice and mainstreaming them into normal functioning.

3. Quality internal support

Many thanks go to the people at Fresenius Kabi, whether as project leaders (from HR and business) or as leaders of participants or sales team members who have taken the development program and its results for themselves.

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Francis Ciprys, Sales & Commercial Director CZ, Fresenius Kabi
“It's nice to see the growing self-confidence of all participants in the development program, how their settings change to the mode I can handle everything and how this is reflected in their results. And to do this, you need to have a partner you can rely on to help you exactly where you need it. For me, that partner is humancraft. “

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Check out our other successes

Developing technicians for greater customer satisfaction

Technician as a businessman? We have excellent technicians, but I need customers to be more attentive to the non-technical side, because it affects our business a lot,” Lukáš Plaček, Sales Manager of Pragolab, a company with a turnover of over 500 million, told us. CZK. Can you help? We were so glad we could.
Result
+21%
increase in overall customer satisfaction