National Account Management

"My Sales Managers are scattered around the world and we don't have a focused approach on their two primary responsibilities - selling to our clients and managing the Flexsys virtual account team " said Ray Kollar VP Sales. "We needed to stress to all that selling is both the same and different in the various geographic areas. The sameness needs to be bolstered and the differences appreciated. In the various global markets the common denominator is value. And value is created not with the purchasing organization but with engineers, production managers, product development scientists, owners of businesses, etc. We needed to expand our range of influence within the client's organization to facilitate the tradeoff of price for value" Said Kollar. "We found Everest Training on the Internet and after several conversations and visits to our facilities, we felt strongly that we had the right consultant" said Deniz Eubank, Director Training and Organizational Development. "And as we rolled the FAST System out to our European Business Teams in Germany, UK, France and Italy and to our Asian Business Teams in China, Japan, SE Asia and India, Ed's ability to adapt the learning points while maintaining the FAST System integrity was instrumental in a successful launch." "He was able to vary his emphasis and approach to compensate for some challenging cultural and language issues. A key factor in his ability to do this was his full immersion into our business by talking to all of our Sales Directors, visiting our Akron site for a day and even going on a sales call" said Eubank.

Everest Training & Consulting is committed to enabling organizations to innovate to profitability: to apply critical sales, service and leadership skills to create a competitive advantage and to maximize each person's contribution through individual, professional, and personal growth. For further information contact Ed Pritchard at 734-455-4151.