When Technicians Start Selling. The Growth Journey with Nordomatic.

Pedram Fard, sales manager at Nordomatic, on how about a hundred technicians made the transition to Key Account—and how this collaboration is reflected both in the results and in the company’s sense of pride.

Customer Type

Enterprise

Year

In Progress

Background

Nordomatic has been in business for over fifty years and is Sweden’s largest independent specialist in climate-smart building automation. The company has long been in a growth phase, with sustainability driving all aspects of its operations.

About five years ago, Nordomatic decided to move closer to its end customers. Of the 120 employees in Stockholm, there were only six or seven dedicated salespeople—while the technicians had daily contact with customers and enormous untapped potential.

Goals Before the Trip

Technicians Closer to the End Customer
Build a Key Account Team
Expand retail space in Stockholm

"We didn't want to make this change just at the management level or for sales purposes—everyone at Nordomatic should know what our end customers need and what we can offer. It should be second nature to everyone."

Pedram Fard

Sales Manager | Nordomatic

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

Follow the steps of the collaboration that sparked enthusiasm among the technicians and turned customer-focused expertise into business.

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Honest Internal Commit

The challenge was to transition the technicians into a new key account role. First, they needed to develop an understanding of the role and a sense of commitment—KAM training might seem unfamiliar to someone who is primarily a technician. Nordomatic took a hard look at itself before getting started.

Customized Onboarding

Adviser Partner was tasked with generating engagement and driving results. After the onboarding process, a clear plan was established, and super users were appointed to lead the effort. The management team participated—leadership is about leading by example.

Personalized Exercise in Everyday Life

The training programs were tailored to Nordomatic’s core competencies and values. This made sales work relevant to the technicians—not an artificial addition, but a natural part of the customer relationship.

Results

The collaboration has led to increased sales and better profit margins. Just as important is that the technicians have gained a greater sense of pride and a new perspective on their role in the customer journey.

By expanding the sales force from a handful of salespeople to the entire organization, Nordomatic has created a key account management (KAM) initiative that is making a difference both on the bottom line and internally.

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"Our partnership with Adviser Partner has led to increased sales and better margins. But we also place great value on the fact that our technicians have developed a greater sense of pride."