Interview with Andy Otto Head of International Key Account Management (3:37 min, Online DVD)

Festo, a 1.2 billion Euro German industrial company, is a global leader in pneumatic components and systems. Their customers are machine builders and industrial end-users. The company has sales and service operations in 176 countries and has 1000 sales engineers.

To expand their presence in large accounts, Festo has implemented a company-wide sales process based on Infoteam's Winning Complex Sales (WCS) Program.

The project included the following steps:
Identification of sales process issues through loss
  analysis
Development a custom-made program based on WCS
Development and deployment of train-the-trainer program
Training of sales managers as agents for change
World-wide deployment of workshops (1000 participants)
Continuous coaching through sales managers
Integration into SFA software

Key success factors: program ownership at board level, sales managers taking responsibility for change, customised training program, strong support of Festo Academy.