From a catalog-based approach to a high-performing sales machine. The growth journey with Eniro.

To achieve more consistent sales performance and personalized coaching, Eniro turned to Adviser Partner. The result: salespeople who are twice as effective—and a faster onboarding process than before.

Customer Type

Enterprise

Year

2020 – Present

Background

Eniro operates in a highly competitive industry with a large volume of orders to process—while maintaining high quality standards. Johan Malmström has worked at Eniro since 2004 and has been part of the company’s transformation from a directory company to an online marketing technology firm.

With several sales teams to coach, Johan realized early on the need for a common process and playbook—and to take sales training to the next level.

Goals Before the Trip

More consistent sales levels over time
Personalized coaching
Faster onboarding

"Adviser Partner shares our approach to sales, has an eye for detail, and is skilled at explaining things."

Johan Malmström

Sales Director | Eniro

That's how Eniro's new growth engine took shape.

Follow the steps in this collaboration that took sales training from general initiatives to the individual level—and boosted both the hit rate and sales figures.

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A Level Playing Field

The starting point was the ups and downs in sales performance and an onboarding process that often dragged on. The goal: a more consistent, long-term sales level and effective tools that quickly integrate employees into each client project.

Management-Level Training

Adviser Partner was brought in to provide consulting and training at the management level on effective sales methods. This was followed by additional programs to embed the approach within the organization.

Individual Sales Training

The focus shifted to individual-level training with concrete tools. Sales managers were given the support they needed to more quickly determine where each salesperson needed to improve—and how to make the training more specific.

Results

This collaboration has had a significant impact on several levels. Today, it takes less time to get new hires to perform at a high level, and the sales training has contributed to both an increased hit rate and higher sales figures.

Compared to April 2020, Adviser Partner has helped Eniro’s salespeople become twice as effective. Employees have noticed that they’ve gained both skills and money—the best outcome sales training can provide.

Start My Growth Journey

"Adviser Partner has met all our expectations and then some. Adviser Partner has helped our salespeople become twice as effective."