Managers in particular attended the "Sales Power 17" training event at the Gottlieb Duttweiler Institute in Rüschlikon on October 24 and 25. What they got to hear from experts were not always comfortable insights. Many "first line managers" in sales, i.e. sales managers with directly subordinate salespeople, spend too little time on coaching their team members.

Only three hours per month

Scientific studies show, among other things, that additional time spent on targeted, direct dialog by sales managers with their subordinates has a direct impact on results. As little as three hours per month per salesperson can lead to a tangible effect. The concrete example of CSS demonstrates that this is not just a theory. In addition, many (marketing) managers do not properly understand the needs of their salespeople. This is why a large part of the effect of measures implemented to support the sales staff fizzles out. So these managers also have to get to grips more closely with the salespeople.

Leader, manager and coach

With the sales leadership and sales program "Hattrick", designed and accompanied by BSP., a transformation of the leadership activities in the sales department of CSS has taken place. The focus is on a common understanding of leadership - "the reason why" - as well as on increasing the leadership impact in the roles of Sales Leader, Sales Manager and Sales Coach.Paul-David Becker, part owner of BSP., and Kewin Asal, Deputy Head of Market Area East and General Agent Uster and Zurich Oberland of CSS- Versicherung demonstrated at the conference what the "Hattrick" program entails and what results have been achieved during the last three years.The next Sales Power will again be held at the GDI Gottlieb Duttweiler Institute in Rüschlikon on November 6 and 7, 2018.

John Charles from presenting partner Post CH AG and Professor Christian Belz, moderator and speaker.

Kewin Asal and Paul-David Becker, who presented the CSS practical example, with Uwe Tännler, President of the Swiss Marketing Forum.