Raymond van der Loos, Global Managing Director at Atradius Collections, oversees sales teams across 24 countries. He noticed that this wide geographical spread led to inconsistent sales approaches. Additionally, the sales strategy was too product-focused, with insufficient attention to customer needs. To address this and boost productivity, Raymond brought all 45 sales employees to Amsterdam for a unified training program.
The training aimed to make both individual salespeople and the organization more effective. Hovingh & Partners supported the team by coaching and embedding the new sales techniques into daily practice. As a result, Raymond has already seen improvements in the hit rate, more effective use of time, and increased success in attracting new customers. Existing customer relationships have also grown, generating more business.
"I recommend Hovingh & Partners to businesses that are looking for a consistent sales approach based on strong methods"
Raymond van der LoosGlobal Managing Director Atradius Collections
"Hovingh & Partners consultants have a deep understanding of our business due to their extensive professional experience. Their management background makes them highly effective in coaching our managers to lead and inspire their teams, ensuring these sales methods become a permanent part of our organization."
The Challenge
The challenge was to introduce a consistent sales approach that would help Atradius achieve its key performance indicators, both in the short and long term. The goals included increasing the number of active customers and driving steady growth over the next few years.
The Solution
The Sales Funnel account management and new business program was implemented for all sales employees worldwide, along with their managers and support teams. The solution also included management coaching for all leadership staff. Every individual who interacts with customers took part in the program to ensure consistency and alignment across the organization.
The Result
The organization now operates with a unified approach, speaking a common sales language. Customers feel much more understood and valued, and most importantly, the hit rate from prospect to customer has doubled.
About Atradius
The Atradius Group is a global specialist in credit insurance, surety bonds, and debt collection services. With over 3,650 employees working from 160 offices across 54 countries, Atradius provides businesses with access to insights on millions of companies worldwide. Their extensive global reach and expertise allow them to support clients in managing risk and protecting their accounts receivable effectively.