HSL Corporate Sales offers transportation services that promote responsibility to companies in HSL's domain. Through HSL, companies can offer their employees a commuting benefit, business travel tickets and a city bike benefit, and get a partner for their events to organize public transport tickets and transport.
HSL's Corporate Sales unit has tough growth goals, and the lack of a key account management model has been identified as a challenge. An external partner was sought to develop this model and related skills, and MTTC's trainer Janne Kolehmainen was selected, of who HSL's Corporate Sales Unit Director Tapio Salomaa states: "Janne has solid expertise in Key Account Management from many industries. We specifically wanted a coach who has proven competence and evidence of customer work and its management."
From the beginning of 2023, MTTC and HSL implemented a corporate sales training package, the aim of which was to build a model for HSL's corporate sales to manage customer relationships. In addition, the goal was to generate new ideas for the salespeople and start ideation and thinking about how to proactively manage one's own customer relationships and deepen key accounts.
"What was really impressive was how our thinking was expanded. You don't see that in every coaching and training. I hadn't even been able to expect so much for how efficiently Janne got our people to understand and support the ideas he presented," says Tapio. "The expectations set for the program were met and exceeded. Clearly, after the trainings, the team was really enthusiastic and a change in ways of thinking and acting had started. 'Hey, we could do this!' spirit was in the air, and the team members came up with their own ideas based on the teachings of the coaching."
"Furthermore, we were able to build the first version of the Key Account Management model, and we are now testing it for a year. We found good options for us, and the team's tasks have been modified based on the model. For example, people's roles have been reformed based on the training," Tapio opens with the concrete results of the program. Similarly, there has been a change in customer work. "Now we don't just think about selling bus tickets, but what the customer really needs, what kind of people they have at work, what kind of needs they have in terms of commuting. All in all, our thinking and thus our actions around sales grew enormously."
According to Tapio, the coaching sessions have also been positive in terms of experience. "There was a really energetic, fast-paced and enthusiastic atmosphere in the training sessions. Even though the training days were long, the team didn't get tired, and it didn't feel like we were training here. People were really involved in making the day, and it wasn't just passive listening."
Tapio would definitely recommend MTTC's services, especially for situations where you need to start a new way of thinking and operating. "For starting something new, MTTC is a great partner. Something new to do, a new year, a new goal, something new. If you need energy, enthusiasm and working together, then MTTC is the right choice for that. We are really satisfied with the whole team, it worked every step of the way. If you are thinking about cooperation with them, you can always call me and ask."
MTTC's Janne himself also learned a lot during the program. "It was eye-opening how much the companies near public transport services could benefit from cooperation with HSL. The use of public transport is connected to the carbon footprint and environmentally friendly choices, the reduction of private cars, the reduction of the need for parking spaces and thus also directly to the cost savings of companies. The benefit of nature and the benefit of the employee can also be a financial benefit for the company. In addition, this group was absolutely wonderful - open, curious, and enthusiastic. This team has really good conditions to make results, because results come from the courage to be an expert in their own area, and they don't lack courage!"
Thank you Tapio and the entire HSL Corporate Sales team!
