Following a period of growth through acquisition, Compass Group shifted its focus to achieving steady, controlled, and profitable organic growth.
A key element of this strategy has been the implementation of a unified global Sales Training program, supported by a common CRM platform. This approach, including the Sales Training provided by Hovingh & Partners, not only leverages economies of scale but also ensures that all countries speak the same sales language, fostering collaboration and shared learning across regions. Additionally, it allows for more effective pursuit of international sales opportunities.
The Sales Training process has been crucial in helping us identify and prioritize the right opportunities, using a clear process and defined criteria. It ensures we ask the right questions to assess potential matches and allows us to quickly move away from pursuits that won't deliver results. This has led to a more efficient and effective sales force, with conversion rates improving from around 30% to nearly 50%.
The Sales Training has been a game changer for us. It has streamlined our approach, allowing us to focus on the right opportunities while significantly improving our conversion rates.
Jeroen Kurvers
International Sales Director
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The Challenge
The implementation of a uniform, global sales and account management methodology that supports the achievement of key performance indicators both in the short and long term. This approach involves employees across 45 countries, ensuring consistency and alignment in sales practices worldwide.
The Solution
The implementation of Sales Funnel and Winning Account Management Strategies for all global sales and account management teams, including managers and support staff. Additionally, we provide coaching and strategic support for managing large international deals, ensuring alignment and maximizing effectiveness across teams worldwide.
The Result
Since its launch, the program has become the global standard and continues to be used worldwide. All employees follow the methodology, creating a unified language across the organization, with successes actively shared. Key performance indicators (KPIs) are consistently achieved year after year, reflecting the program’s long-term effectiveness.
About Compass Group
Compass Group is a global market leader in food and support services, catering to a wide range of sectors including businesses, schools, hospitals, hotels, bars, and restaurants. The company employs approximately 500,000 people across 45 countries, delivering essential services that enhance the quality of life for millions worldwide.