Global Sales Excellence Programm

The family enterprise SIXT was founded in 1912 and is listed on the stock exchange. It operates as one of the leading international transportation providers with more than 7,500 employees in over 100 countries.

Dale Carnegie currently supports SIXT with a 2-year- training program, focusing on the improvement of the sales skills of all European B2B sales employees. While the training modules for the sales departments take place, the managers receive Sales Leadership training to encourage them in their role as internal coaches.

Challenges

In order to operate successfully in a very dynamic and competitive market, it is essential for SIXT to provide a clear sales message to sales employees for conversations they have with customers.

Despite strong acceptance and openness of all sales staff towards the importance of the training program, delivering it in different countries provided a real challenge to the company. Internal communication processes had to be employed in order to inform all employees about the training content and to provide alternative ways to register for the training program.

Solutions

SIXT looked for a partner with global expertise who was able to offer a comprehensive sales training portfolio. The requirement was to systematically support sales employees of all levels in the sales hierarchy. This included their personal impression in front of the customer, as well helping them with customer-oriented needs assessments and negotiations. Dale Carnegie developed a program focused on facilitation of the most important sales competencies, a clear sales process and the improvement of communication skills. To ensure the sustainability of the tools after the training, managers undertook special leadership training to equip them with the necessary coaching skills. Regular follow-up-meetings on Key Account Management with all managers now embeds continous implementation of the content they learned.

Results

All SIXT employees involved in the program showed very positive feedback and enthusiasm towards Dale Carnegie Sales Excellence Training.
Sales representatives have become much more aware of new opportunities to successfully shape customer conversations as well as their internal communications.
Sales employees who graduated from the training report higher levels of motivation, greater self-confidence throughout the selling process and an improvement in their business performance.

“During the past years, SIXT has gradually transformed itself from a former conventional car rental company into a global transportation provider. During this change process, it has been important to bring all employees on board and equip them with the necessary competencies for providing excellent service.
Dale Carnegie supports us strongly in establishing high employee motivation across the country, as well as an understanding of what professionalism looks like throughout all levels of the sales hierarchy.”

Timm Burmeister, Director International Key Account Management, SIXT