Psycon - ”The best sales coaching in history”

Psycon is a high-profile specialist organisation providing clients with psychological assessment, recruitment and development services. Customer Experience Manager Riitta Vuorelma-Ihon Psycon also wanted to invest in developing its sales expertise during 2023, in addition to its high level of expertise in its own field. ”We needed courage, structure and clarity in our sales work. That's why we started looking for external sales coaching.”

There were clear objectives and expectations for the sales coaching: attitude development and reflection on what sales means in the context and work of Psycon, as well as tools for sales work. The key was that something changes in attitude and action. The partner chosen for the training to be carried out during Q2-Q3/2023 was More Than Training Company's Johanna Vilkuna. ”We chose Johanna because her style and way of handling sales seemed to suit us,” says Riitta. Development Consultant Pauliina Pihlajaniemi continues, ”What appealed to us was that the implementation was built around our needs, rather than bringing in a prefabricated concept.”

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Sales change partner

The Psycon team was coached on their own sales image, sales attitude, mindset and systematics, and customer care. ”The objectives and expectations set for the programme were definitely met and in many respects exceeded,” Riitta says. ”In the past, we have talked about someone else changing their business, but now the participants in the sales coaching realised that in order to change someone, you have to change and do it yourself - change starts with you. It's a really big change in mindset that clearly happened in the group.”

”We are still a short time away from implementation, but already we can see that change is happening. For example, people who have not done sales before have come to ask to be part of the meeting. It's been really great to see,” continues Pauliina. So the results have been seen not only in a change of attitude, but also in concrete action. Riitta gives another example of a change in everyday life: ”This week, one of the coaching participants went to a meeting with a new customer, and she was nervous beforehand. Afterwards, she said that she had received a lot of support and professional reinforcement from the coaching, and had gone through the material again before the meeting, which had helped her to succeed. I have heard many other such individual success stories - people remember things from the coaching and come back to them. They also get things agreed with the client in a different way to what might have happened before the coaching.”

One of the keys to success was that the spirit of the coaching sessions was good and courageous. ”At first, people came in with a listening ear and had the feeling that I was going to be a top salesman. There was clearly doubt and concern in the air at the beginning. However, the coaching sessions had a really good spirit and a safe atmosphere, as well as an atmosphere that strengthened the individual and community”, Riitta describes.

The programme has also received praise from participants. At the monthly meeting, one of the participants said that the MTTC package was the best sales coaching he had ever been to in his long Psycon career. Pauliina herself agrees. The atmosphere was good, and the combination of theory and concrete was really good. Ideas and things are easy to take into everyday life.”

So what would you say to someone who is considering MTTC as a partner, Riitta and Pauliina?

”Yes, it's definitely worth going for cooperation. It's really people-oriented, respectful of people, really inspiring and concrete enough,” Riitta sums up.

”If you want sales coaching that is really targeted to your organisation's needs, and not just a specific concept or model, you should choose MTTC. It has the right balance of theory, concrete, discussion and application in a good atmosphere,” concludes Pauliina.

Thank you Riitta, Pauliina and the whole Psycon team!

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In addition to the references described above, we have carried out a number of different types of client projects, and we are happy to share the lessons learned with you.