Marco P.
Consultant, Coach, Sales Creator
Experience
Jan 2023 - Present
2 years 9 monthsGermany
Consultant, Coach
Sozialbank, Bank für Sozialwirtschaft, Grey Solutions GmbH
- Project: change management, sales development for selected financial services
- Involved staff: >20 (CEOs, heads of innovation, heads of business development, bank advisors, corporate consultants, wealth advisors, product specialists)
- Developed and implemented effective pre-sales activities for new client acquisition
- Developed and implemented best practice conversation strategies
- Process development and optimization
- KPI measurement, regular communication
- Coaching of involved sales staff and managers
- On-the-job phone trainings with "showing" in customer conversations
- On-the-job sales coaching with "showing" in customer conversations
- Change management of pre-sales activities
Jan 2016 - Present
9 years 9 monthsGermany
Interim Manager, Consultant, Coach, Trainer
VW Autohaus von Keitz GmbH & Co. KG
- Project: increase sales and after sales revenue (3 locations)
- Involved staff: 25 (CEOs, service managers, sales managers, service advisors, service assistants, B2B field sales reps, parts staff, dialog marketing, BDC)
- 3 years interim build-up, development, leadership of customer service and BDC with professional and disciplinary management, relevant KPIs, motivation and steering to achieve targets and improve results for sales & after sales
- Consulting and restructuring of service processes for various services
- Restructuring leadership and control of B2B field sales
- Restructuring sales KPIs and regular communication for management and sales leadership, including field sales control
- Build-up, development and coaching of dialog marketing
- Acquisition training for B2B field sales reps
- Sales manager training for motivating field sales with sales KPIs
- Phone trainings for sales, after sales, parts, dialog marketing
- On-the-job sales coaching for sales, after sales, parts with "showing"
- Potential coaching with clear status, gaps and development steps for sales reps and managers
- Sales training with emotional benefit arguments
- Project management for group-wide implementation discipline
- Results: ~€50 revenue increase per vehicle invoice with full service package; >900% sales increase in AC maintenance from 50 to 500 p.a.; >200 units sales annually of newly introduced AC cleaning services from 0 to 200
Jan 2014 - Dec 2021
8 yearsGermany
Interim Manager, Consultant, Coach, Trainer
Mehrmarken Autohausgruppe DRESEN
- Project: increase sales and after sales revenue, build in-house dialog marketing (20 locations)
- Involved staff: >100 (shareholders, CEOs, executive assistants, location managers, service managers, sales managers, parts managers, service advisors, service assistants, sales consultants, B2B field sales, parts staff, dialog marketing, BDC)
- 5 years interim build-up, development, leadership of customer service and BDC with professional and disciplinary management, relevant KPIs, motivation and steering to achieve targets and improve results for sales & after sales and B2B sales
- Restructuring leadership and control of B2B field sales
- Restructuring sales KPIs and regular communication for management and sales leadership, including field sales control
- Acquisition training for B2B field sales reps
- Sales manager training for motivating field sales with sales KPIs
- Consulting, identifying and restructuring sales processes in sales & after sales, especially customer focus
- Introduction of AC cleaning services
- Acquisition and sales training in B2B segment
- Customer orientation training "The customer for life"
- Phone trainings for sales, after sales, parts, dialog marketing
- On-the-job sales coaching for sales, after sales, parts
- On-the-job sales coaching with "showing" in customer conversations
- Consulting, identifying sales potential in existing customers in sales & after sales and realizing potential
- Potential coaching with clear status, gaps and development steps for sales reps and managers
- Interim B2B sales leadership with professional and disciplinary management and involvement in recruitment
- Restructuring warranties, insurance and loyalty instruments for revenue growth and longer retention
- Consulting implementation support for GDPR compliance
- Staff trainings for GDPR implementation
- Compensating revenue declines from e-mobility by underused service offerings
- Project management for group-wide implementation discipline, coordination and monitoring of information from departments and external providers
- Results: >€8,740,000 after sales revenue increase 2014-2020; >6,700 service appointments p.a. from reminder follow-up with over 26% booking rate and >€2,100,000 revenue; >400% sales increase in AC maintenance from 1,000 to 5,000 p.a.; 5,000 units sales p.a. of newly introduced AC cleanings
Jan 2010 - Present
15 years 9 monthsGermany
Interim Manager, Consultant, Coach, Trainer
Mehrmarken Autohausgruppe Schönauen
- Project: increase sales and after sales revenue, build in-house dialog marketing (7 locations)
- Involved staff: >50 (shareholders, CEOs, exec assistants, service managers, sales managers, parts managers, service advisors, service assistants, sales consultants, B2B field sales, parts staff, dialog marketing, BDC)
- 4 years interim build-up, development, leadership of customer service and BDC with professional and disciplinary management, relevant KPIs, motivation and steering to achieve targets and improve results for sales & after sales
- Restructuring leadership and control of B2B field sales
- Restructuring sales KPIs and regular communication for management and sales leadership, including field sales control
- Acquisition training for B2B field sales reps
- Sales manager training for motivating field sales with sales KPIs
- Mapping customer journey in existing CRM
- Consulting, identifying and restructuring sales processes in sales & after sales, especially customer focus
- Acquisition and sales training in B2B segment
- Customer orientation training "The customer for life"
- Phone trainings for sales, after sales, parts, dialog marketing
- On-the-job sales coaching with "showing" in sales, after sales, parts
- Consulting, identifying sales potential in existing customers in sales & after sales and realizing potential
- Potential coaching with clear status, gaps and development steps for sales reps and managers
- Interim B2C sales leadership with professional and disciplinary management and involvement in recruitment
- Restructuring customer data management and satisfaction
- Staff trainings for GDPR handling and implementation
- Compensating revenue declines from e-mobility by underused service offerings
- Project management for group-wide implementation discipline, coordination and monitoring of information from departments and external providers
- Results: >€175,000 annual after sales revenue increase; >400% sales increase in AC maintenance from 200 to 1,000 p.a.; >500% sales increase in AC cleaning from 100 to 600 p.a.
Jan 2005 - Dec 2008
4 yearsGermany
Consultant, Coach, Trainer
Adam Opel AG, MC Trademarketing GmbH
- Project: Opel SME offensive for dealerships
- Involved staff: >300 at >40 dealers (CEOs, sales managers, advisors, marketing heads, logistics heads, BDC, dialog marketing, after sales heads, service heads, parts heads)
- Consulting and coaching for a holistic focus on commercial customers and small fleet segment
- Adapting all processes to manufacturer guidelines: client acquisition, data management, product portfolio, pricing, finance options, vehicle ordering, codes, delivery, workshop service, marketing
- Consulting, designing and implementing sales processes, management, KPI measurement, regular communication and contests
- Acquisition training for B2B corporate sales advisors
- On-the-job phone training with "showing" in customer conversations
- On-the-job sales coaching with "showing" in customer conversations
- Consulting, identifying sales potential in existing customers in sales & after sales and realizing potential
- Further development of CRM for error-free customer service handling
- Results: >10.4% market share, up from 7.6% among supported dealers
Jan 2004 - Present
21 years 9 monthsGermany
Interim Manager, Consultant, Coach, Trainer
Soloplan GmbH
- Project: boost sales and telesales performance
- Involved staff: >20 (CEOs, sales heads, national & international key account managers, service staff, telesales staff, BDC)
- Interim build-up, development, leadership of telesales with professional and disciplinary management, relevant KPIs, motivation and steering to achieve targets and improve results
- Designing and updating call scripts with emotional benefit arguments for sales and telesales
- Restructuring leadership and control of national and international field sales
- Restructuring sales KPIs and regular communication for management and sales leadership, including field sales control
- Consulting to optimize CRM for mapping customer journey
- Acquisition training for KAMs and B2B field sales reps
- Sales manager training for motivating field sales with sales KPIs
- Potential coaching with clear status, gaps and development steps for sales reps and managers
- Evolving sales strategy from product selling to consultative selling with process analysis and value selling
- Phone trainings for sales, service and telesales in B2B segment
- On-the-job sales coaching for sales and telesales in B2B segment
- On-the-job sales coaching with "showing" in customer conversations in B2B segment
- Evolving CRM for efficient and error-free customer service
- Results: >40% increase in qualified leads in telesales; >25% increase in qualified customer appointments in sales
Germany
Interim Manager, Consultant, Coach
Autohandel Gebr. van Eupen GmbH
- Project: change management sales: build B2B sales department
- Involved staff: >10 (CEOs, B2B field sales, dialog marketing)
- Build-up, development and coaching of car and commercial vehicle sales to corporate clients
- Interim sales leadership of the department
- Development and implementation of relevant sales processes
- Mapping customer journey in existing CRM
- Operational management, steering and control of B2B field sales
- Sales KPIs and regular communication for management
- Acquisition training for B2B field sales reps
- Consulting, designing and implementing sales processes, management, KPI measurement, regular communication and competitive analysis
- On-the-job phone training with "showing" in customer conversations
- On-the-job sales coaching with "showing" in customer conversations
- Potential coaching with clear status, gaps and development steps for sales reps and managers
- Consulting, identifying sales potential in existing customers in sales & after sales and realizing potential
- Handover of sales leadership to successor
- Results in 9 months: 25% sales increase vs prior year; 142 vehicles sold; 500 quotes from 1,400 personal and 1,200 phone contacts; 1,200 qualified leads from 4,300 contacts
Germany
Bank Clerk
Commerzbank AG
Stuttgart, Germany
Consultant, Coach
Daimler AG, Mercedes Benz Niederlassung Stuttgart
- Project: stabilize after sales revenue due to expected declines from e-mobility
- Involved staff: >10 (service heads, service assistants, reception heads, service advisors, service assistants)
- Consulting and restructuring of service processes for AC disinfection, AC maintenance and safety inspection
- Defining tools and meetings for sustainable staff management and motivation
- Sales coaching of service advisors with "showing" in customer conversations
- Results: >75% sales increase for relevant services
Germany
Consultant, Trainer
Elspass Autoland GmbH & Co. KG
- Project: introduce CRM and systematic customer handling
- Involved staff: >20 (CEOs, B2B field sales, in-house sales consultants)
- Introducing a CRM with error analysis for flawless customer handling
- Defining key data maintenance in CRM
- Ongoing coordination with IT and CRM provider
- User trainings for CRM usage
- Mapping customer journey in existing CRM
- Sales training for systematic customer approach and CRM data and contact maintenance
Germany
Consultant, Coach, Project Manager
Mercedes Benz Autohausgruppe
- Project: stabilize after sales revenue during pandemic (7 locations)
- Involved staff: >50 (after sales heads, assistant after sales heads, service heads, parts heads, service advisors, service assistants, phone marketing, BDC)
- Consulting and designing processes to introduce AC disinfection
- Defining tools and meetings for sustainable staff management and motivation
- Implementation across the dealership group
- Online sales trainings with all involved managers and service and dialog marketing staff, BDC
- Follow-up phone coaching with all involved staff and managers to ensure ongoing implementation
- Project management for group-wide implementation discipline
- Results: >€49,000 revenue increase in 2 months
Germany
Consultant, Coach, Trainer
UGW AG
- Project: boost dialog marketing performance
- Involved staff: >20 (board, project managers, dialog marketing staff)
- Consulting and restructuring in dialog marketing for B2B customer order handling
- Designing call scripts with emotional benefit arguments
- Phone trainings for B2B dialog marketing
- On-the-job sales coaching with "showing" in B2B segment
- Train-the-trainer for call center coaches on feedback and goal talks with agents and demonstrating effective calls
- Consulting to optimize CRM for mapping customer journey
- Training project managers on KPI measurement and management, recruiting suitable staff, regular communication
- Results: >20% boost in lead generation; >40% boost in qualified leads with need and purchase timing
Germany
Consultant, Coach
Volvo Autohaus AutoNova
- Project: boost after sales revenue and profitability (1 location)
- Involved staff: >10 (CEOs, service advisors, service assistants, parts staff, workshop heads)
- Consulting and restructuring of service processes for AC disinfection, AC maintenance and safety inspection
- Identifying and leveraging unused potentials in full service packages
- On-the-job sales coaching with "showing" in customer conversations
- Sales training with emotional benefit arguments
- Results: ~€200 revenue increase per leasing vehicle with Volvo full service package; >€51,000 annual revenue increase
Summary
Spark and ignite: spreading enthusiasm with growing sparks
Live and lead by example: inspiring role model with driving motivation
Adapt and connect: affinity with sensitive empathy
Delegate and lead: team player with transparent goal tracking
Act and do: burning passion with disciplined activity
Develop and plan: inspiration with movie-in-your-head for the heart
Perform and achieve: productivity with system efficiency
Think and aim: creative strategy with boundless vision
Sales coaching by "showing" for lasting behavior change: selective adoption of real customer sales conversations for motivating learning transfer without barriers using "real" sales performance
SALES BANG® method for sustained growth: creating performance coherence from technical-professional and matching energetic-emotional development
E-mobility in after sales: proven solutions to stabilize revenue against declines from e-mobility
Languages
German
NativeEnglish
AdvancedLatin
AdvancedCertifications & licenses
Bank Clerk
Commerzbank AG
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