Psycon is a high-profile expert organization that offers its clients psychological personal assessment, recruitment services and development services. According to Psycon's Customer Experience Director Riitta Vuorelma-Iho , in addition to high expertise in its own field, Psycon also wanted to invest in the development of sales expertise during 2023. "We needed courage, structure and clarity for our sales work. That's why we started looking for external sales training."
Clear goals and expectations were set for the sales training: attitude development and reflection on what sales means in the context and work of Psycon, as well as tools for sales work. The main thing was that something changes in attitude and actions. More Than Training Company was selected as a partner for the training to be implemented during Q2-Q3/2023 by trainer Johanna Vilkuna. "We chose Johanna because her style and way of handling sales seemed suitable for us," says Riitta. Development Consultant Pauliina Pihlajaniemi continues: "It was important to us that the programme was built by listening to our needs, and not some ready-made concept was brought in."
Psycon's team was coached from the perspectives of their own seller image, sales attitude, way of thinking and systematics, and customer care. "The goals and expectations set for the program were definitely met and in many respects exceeded," proclaims Riitta. "In the past, the general attitude has been that someone else will do the change, but now those who participated in the sales training realized that in order for something to change, you have to change and do it yourself - the change starts from yourself. It's a really big change in mindset, which clearly happened in the group."
"There is still a short time from the implementation, but you can already see that change is happening. People who have not done sales before have, for example, come to ask me to join a meeting they have booked. It's been really great to see," continues Pauliina. The results have therefore been seen not only in a change of attitude but also in concrete actions. Riitta gives another example of a change in everyday life: "This week, one of the participants in the training went to a new client meeting, and he was nervous beforehand. Afterwards, he said that he received a lot of support and professional reinforcement from the coaching, and had gone through the material again before the meeting and was successful in the meeting with it. I've heard many other such individual success stories - people remember things from coaching and go back to them. They also get next steps on things with the client in a different way than what might have happened before the coaching."
One of the keys to success was that the spirit of the coaching sessions was good and daring. "Initially, people came to listen and peoplewere hesitant - shoud I become a seller? There was clearly doubt and concern in the air at the beginning. However, there was a really good spirit and a safe atmosphere in the training sessions, as well as an atmosphere that strengthens the individual and the community," describes Riitta.
The programme has also received praise from the participants. At the monthly meeting, one of the participants said that MTTC as a whole was the best sales training they have participated in during their entire long working history at Psycon. Pauliina herself agrees: "That's the way it is. The atmosphere was good, and the combination of theory and concrete actions was really good. Ideas and actions can easily be taken into everyday life."
So what would you say to someone who is considering MTTC as a partner, Riitta and Pauliina?
"Yes, it is definitely worth choosing MTTC. The work is really close to people, respectful of people, really inspiring and concrete," sums up Riitta.
"If you want sales training that is really focused on the needs of the organization, and not forced on a certain concept or model, you should choose MTTC. Here is a suitable balance of theory, concrete steps to take, discussion and application in a good spirit", concludes Pauliina.
Thank you Riitta, Pauliina and the entire Psycon team!
