Annual European Sales Performance Summit, June 11-12, 2012, Barcelona

Annual European Sales Performance Summit, organized by Miller Heiman, took place on June 11-12, 2012 in Barcelona. Traditionally, Summit gathers leaders of the largest companies in Europe to discuss the best strategies and practices in the field of sales.

This year Alexander Pochkun, Managing Partner of Baker Tilly Ukraine, was invited to the Summit for the purpose of experiences exchange. Alexander made presentation devoted to the stages of implementation and results of the project on transformation of sales system of Baker Tilly Ukraine, implemented in conjunction with G2 Consulting, an official representative of Miller Heiman in Russia and Ukraine. "From the earliest stages of business our partners have paid a special attention on the relationship and the quality of work with our clients, so the implementation of processes and world class methodologies in this area has helped us to reach a higher level in the development of our company" - noticed Alexander in his speech - "We set ourselves the task of improving the effectiveness of our sales and quality customer service through the introduction of a common language, increasing transparency, the introduction of team interaction tools in working with clients in the sales process. Specifics of sales in professional services is the realization of sales by the staff with the most professional experience and expertise, partners, each of which has its own unique approach to selling, so the company that has 10 partners have 10 different approaches to management of relationship with customers.

However, using the techniques and experience of our Western partners, we found that our customers receive much more benefit from teamwork, and when we use a unified approach, the sales process is more manageable and productive." As the conclusion, Alexander Pochkun said: "The project has shown good financial results, our investments in this project returned to us in a less than 2 months, but most importantly for our team is not even that. The main impact lies in the real positive change in the culture of our company and improving of our approach to sales management. We received a significant increase in the transparency of every customer interaction, every transaction, every stage of development of the business relationship. Common language and tools for teamwork were introduced that allowed us to work more efficiently as a team, creating more value for our customers. "We were very pleased to see at the Summit such leader as Alexander Pochkun who is true pioneer in the transformation of sales in the CIS countries", - added in closing remarks, Sam Reese, CEO of Miller Heiman, - «We have seen that companies in this region has enormous potential in sales growth through modernization of the system sales, which has been underestimated by business owners in these countries. "