Sales Excellence

I am your PERFORMANCE DRIVER,

… assisting you in the strategic alignment of your sales activities

… optimizing your sales organization in cooperation with your executives

… contributing to a sustainable increase in sales

Publications

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Successful Projects

Specific and effective sales strategy

The Board of Directors gave me the task of conducting a strategic review of their operating sales initiatives. Based on both quantitative and qualitative strategic analyses, the general strategic thrust was discussed with an efficient core team and laid out in writing. The required operationalization was performed along the lines of a balanced scorecard. The sales projects designed to reach the specified goals were presented during monthly steering meetings and decided upon accordingly.

 

Taking sales management from good to great

Despite having enjoyed a number of successful years, the Sales Director was putting great emphasis on the systematic strengthening of his executives. Based on the Sixteen Differentiating Competencies according to Zenger/Folkman, both self-evaluations and external assessments were performed on all management levels. The resulting insights were then jointly translated into development plans for the executives. At the same time, cooperation between regional managers was reinforced by joint sales strategy projects. ‘Quick wins’ were presented to all responsible sales personnel in the course of management workshops, swiftly initiating comprehensive implementation.


CLIENT TESTIMONIALS

Satisfied clients return – enthusiastic ones bring their friends.

“Dr. Wieland wasted no time in grasping and analyzing our complex issues. Despite him being such a professional, we really had fun working out and implementing solutions and the required approaches with him.”
Robert Zellner MIM, MBA, Member of the Board, COC AG

 


“I hold Andreas Wieland in very high regard as a sales-oriented consultant always focusing on the relevant goals. You can always put your wholehearted trust in him.”

Ing. Pavol Pitonak, Chief Insurance Officer at Česka pojišťovna a.s. and Generali Pojišťovna a.s.

 

“Summing up Dr. Wieland in one word? Trust. Very solid trust. In both his skills and his person.”
Mag. Sonja Ausserer-Stockhamer, Member of the Board, Oberösterreichische Landesbank AG


Challenge to excellence

In the course of a change of management in a regional directorate, the Sales Director ordered process consulting for their new executive. Following an extensive assessment of the situation, a vision for the sales region was developed in cooperation with the management team. A master plan including various leadership projects and numerous staff events for mobilizing implementation energy were launched. During regularly scheduled management meetings, progress was reflected upon and the next steps determined following a continuous planning philosophy. Within two years, the management team of the regional directorate succeeded in rolling up the field from behind and gain top position after having finished last in its industry in the years before. The company was also able to repeat its success in the next year.

 

Raising sales by 20%

The task submitted by the Sales Director was to boost the effectiveness of its fully employed sales force and increase sales in their life insurance business by 20%. ‘Best cases’ were developed together with the responsible executives, using pioneers for launching the required pilot initiative. Accompanying measures were initiated in the fields of marketing, sales promotion, process optimization, distribution controlling and sales training, concurrently establishing a monthly success reporting process for the Board. We succeeded in raising long-term productivity while also conducting fair severance talks with failing employees.

Strategic Partners

  • European Community of Experts in Marketing and Sales – Club 55
  • osb international, systemic consulting, Berlin – Hamburg – Tübingen – Vienna
  • Scheelen AG, Institute for Management Consulting and Diagnostics
  • Stefan Lammers Business Building, Düsseldorf

Sales Excellence


I am your PERFORMANCE DRIVER…

… assisting you in the strategic alignment of your sales activities

… optimizing your sales organization in cooperation with your executives

… contributing to a sustainable increase in sales

Publications

Successful Projects

Specific and effective sales strategy

The Board of Directors gave me the task of conducting a strategic review of their operating sales initiatives. Based on both quantitative and qualitative strategic analyses, the general strategic thrust was discussed with an efficient core team and laid out in writing. The required operationalization was performed along the lines of a balanced scorecard. The sales projects designed to reach the specified goals were presented during monthly steering meetings and decided upon accordingly.

 

Taking sales management from good to great

Despite having enjoyed a number of successful years, the Sales Director was putting great emphasis on the systematic strengthening of his executives. Based on the Sixteen Differentiating Competencies according to Zenger/Folkman, both self-evaluations and external assessments were performed on all management levels. The resulting insights were then jointly translated into development plans for the executives. At the same time, cooperation between regional managers was reinforced by joint sales strategy projects. ‘Quick wins’ were presented to all responsible sales personnel in the course of management workshops, swiftly initiating comprehensive implementation.

Challenge to excellence

In the course of a change of management in a regional directorate, the Sales Director ordered process consulting for their new executive. Following an extensive assessment of the situation, a vision for the sales region was developed in cooperation with the management team. A master plan including various leadership projects and numerous staff events for mobilizing implementation energy were launched. During regularly scheduled management meetings, progress was reflected upon and the next steps determined following a continuous planning philosophy. Within two years, the management team of the regional directorate succeeded in rolling up the field from behind and gain top position after having finished last in its industry in the years before. The company was also able to repeat its success in the next year.

 

Raising sales by 20%

The task submitted by the Sales Director was to boost the effectiveness of its fully employed sales force and increase sales in their life insurance business by 20%. ‘Best cases’ were developed together with the responsible executives, using pioneers for launching the required pilot initiative. Accompanying measures were initiated in the fields of marketing, sales promotion, process optimization, distribution controlling and sales training, concurrently establishing a monthly success reporting process for the Board. We succeeded in raising long-term productivity while also conducting fair severance talks with failing employees.

Strategic Partners

  • European Community of Experts in Marketing and Sales – Club 55
  • osb international, systemic consulting, Berlin – Hamburg – Tübingen – Vienna
  • Scheelen AG, Institute for Management Consulting and Diagnostics
  • Stefan Lammers Business Building, Düsseldorf

CLIENT TESTIMONIALS


Satisfied clients return – enthusiastic ones bring their friends.

“Dr. Wieland wasted no time in grasping and analyzing our complex issues. Despite him being such a professional, we really had fun working out and implementing solutions and the required approaches with him.”
Robert Zellner MIM, MBA, Member of the Board, COC AG

 


“I hold Andreas Wieland in very high regard as a sales-oriented consultant always focusing on the relevant goals. You can always put your wholehearted trust in him.”

Ing. Pavol Pitonak, Chief Insurance Officer at Česka pojišťovna a.s. and Generali Pojišťovna a.s.

 

“Summing up Dr. Wieland in one word? Trust. Very solid trust. In both his skills and his person.”
Mag. Sonja Ausserer-Stockhamer, Member of the Board, Oberösterreichische Landesbank AG