Marco P.
Consultant, Coach, Sales Creator
Experience
Jan 2023 - Present
3 yearsGermany
Consultant, Coach
Sozialbank, Bank für Sozialwirtschaft, Grey Solutions GmbH
- Project: change management and sales development for selected financial services
- Involved staff: >20 (Managing Directors, Head of Innovation, Head of Business Development, Bank Advisors, Corporate Client Advisors, Wealth Advisors, Product Specialists)
- Development and operational implementation of effective pre-sales activities for new customer acquisition
- Operational development and implementation of best-practice conversation strategies
- Process development and process optimization
- KPI measurement and regular communication
- Coaching of involved sales staff and managers
- On-the-job phone training with “leading by example” in customer conversations
- On-the-job sales coaching for sales staff with “leading by example” in customer conversations
- Change management of pre-sales activities
Jan 2016 - Present
10 yearsGermany
Interim Manager, Consultant, Coach, Trainer
VW Autohaus von Keitz GmbH & Co. KG
- Project: increase sales and after-sales revenue (3 locations)
- Involved staff: 25 (Managing Directors, Service Managers, Sales Managers, Customer Service Advisors, Service Assistants, B2B Field Sales Representatives, Parts Department Staff, Dialog Marketing, BDC)
- 3-year interim setup, development, and leadership of Customer Service and BDC with professional and disciplinary management, relevant KPIs, and motivation and control to reach targets and improve results for Sales & After Sales
- Consulting and restructuring of service processes for various service offerings
- Restructuring of the leadership and management of B2B field sales
- Restructuring of sales metrics and regular communication for management and sales leadership, also to control field sales
- Establishment, development, and coaching of dialog marketing
- Acquisition training for B2B field sales advisors
- Sales manager training for motivating field sales reps with sales metrics
- Phone training for Sales, After Sales, Parts Department, Dialog Marketing
- On-the-job sales coaching for Sales, After Sales, and Parts Department with “leading by example”
- Potential coaching with clear addressing of status, deltas, and development steps for sales staff and managers
- Sales training with emotional value argumentation
- Project management for group-wide implementation discipline
- Results: ~ €50 revenue increase per vehicle invoice with full service package; >900% sales increase in air conditioner maintenance, from 50 to 500 p.a.; >200 units sales per year of newly introduced air conditioner cleanings, 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, establish in-house dialog marketing (20 locations)
- Involved staff: >100 (Owners, Managing Directors, Executive Assistants, Location Managers, Service Managers, Sales Managers, Parts Department Managers, Customer Service Advisors, Service Assistants, Sales Advisors, B2B Field Sales Representatives, Parts Department Staff, Dialog Marketing, BDC)
- 5-year interim setup, development, and leadership of Customer Service and BDC with technical and disciplinary management, relevant KPIs, plus motivation and control to meet goals and improve results for Sales & After Sales and B2B sales
- Restructuring of leadership and management of B2B field sales
- Restructuring of sales metrics and regular communication for management and sales leadership, also to control the field sales
- Acquisition training for B2B field sales advisors
- Sales manager training for motivating field sales reps with sales metrics
- Consulting, identification, and restructuring of sales processes in Sales & After Sales, with emphasis on customer orientation
- Introduction of air conditioner cleanings
- Acquisition and sales training in the B2B segment
- Customer orientation training 'The customer for life'
- Phone training for Sales, After Sales, Parts Department, Dialog Marketing
- On-the-job sales coaching for Sales, After Sales, Parts Department
- On-the-job sales coaching with “leading by example” in customer conversations
- Consulting, identifying sales potential with existing customers in Sales & After Sales and realizing that potential
- Potential coaching with clear addressing of status, deltas, and development steps for sales staff and managers
- Interim B2B sales leadership with professional and disciplinary management and involvement in the recruitment process for new employees
- Restructuring warranties, insurance, and customer loyalty tools for profit growth and increased customer retention
- Consulting on and support for operational GDPR implementation
- Employee training on GDPR compliance
- Compensate revenue declines from e-mobility with underutilized service offerings
- Project management for group-wide implementation discipline, steering and monitoring of necessary information from relevant departments and external service providers
- Results: >€8,740,000 revenue increase in After Sales from 2014 to 2020; >6,700 service appointments per year through follow-up calls to non-responders after service reminders with over 26% appointment rate and over €2,100,000 revenue; >400% sales increase in air conditioner maintenance, from 1,000 to 5,000 p.a.; 5,000 units sales per year of newly introduced air conditioner cleanings
Jan 2010 - Present
16 yearsGermany
Interim Manager, Consultant, Coach, Trainer
Mehrmarken Autohausgruppe Schönauen
- Project: increase Sales and After Sales revenue, establish in-house dialog marketing (7 locations)
- Involved staff: >50 (Owners, Managing Directors, Executive Assistants, Service Managers, Sales Managers, Parts Department Managers, Customer Service Advisors, Service Assistants, Sales Advisors, B2B Field Sales Representatives, Parts Department Staff, Dialog Marketing, BDC)
- 4-year interim setup, development, and leadership of Customer Service and BDC with professional and disciplinary management, relevant KPIs, and motivation and control to reach targets and improve results for Sales & After Sales
- Restructuring of leadership and management of B2B field sales
- Restructuring of sales metrics and regular communication for management and sales leadership, also to control field sales
- Acquisition training for B2B field sales advisors
- Sales manager training for motivating field sales reps with sales metrics
- Mapping of the customer journey in the existing CRM
- Consulting, identification, and restructuring of sales processes in Sales & After Sales, especially regarding customer orientation
- Acquisition and sales training in the B2B segment
- Customer orientation training 'The customer for life'
- Phone training for Sales, After Sales, Parts Department, Dialog Marketing
- On-the-job sales coaching with “leading by example” in Sales, After Sales, and Parts Department
- Consulting, identifying sales potential with existing customers in Sales & After Sales and realizing that potential
- Potential coaching with clear addressing of status, deltas, and development steps for sales staff and managers
- Interim B2C sales leadership with professional and disciplinary management and involvement in the recruitment process for new employees
- Restructuring of customer data management and customer satisfaction
- Employee training on handling and implementing the GDPR
- Compensate revenue declines from e-mobility with underutilized service offerings
- Project management for group-wide implementation discipline, steering and monitoring of necessary information from relevant departments and external service providers
- Results: >€175,000 revenue increase p.a. in After Sales; >400% sales increase in air conditioner maintenance, from 200 to 1,000 p.a.; >500% sales increase in air conditioner cleanings, 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 dealers
- Involved staff: >300 at >40 dealers (Managing Directors, Sales Managers, Sales Advisors, Marketing Managers, Planning Managers, BDC, Dialog Marketing, After Sales Managers, Service Managers, Parts Department Managers)
- Consulting and coaching to align dealers holistically towards commercial customer sales in the small fleet segment
- Adjusting all relevant processes to the manufacturer's requirements: customer acquisition, customer data management, product portfolio, pricing, financing types, vehicle ordering, reporting codes, vehicle delivery, workshop service, marketing activities
- Consulting, design, and implementation of sales processes, sales control, metric measurement, regular communication, and contests
- Acquisition training for corporate customer sales advisors B2B
- On-the-job phone training with “leading by example” in customer conversations
- On-the-job sales coaching for sales staff with “leading by example” in customer conversations
- Consulting, identifying sales potentials with existing customers in Sales & After Sales, and realizing that potential
- Further development of the deployed CRM for flawless customer service handling
- Results: >10.4% market share, a 7.6% share increase for the supported dealers
Jan 2004 - Present
22 yearsGermany
Interim Manager, Consultant, Coach, Trainer
Soloplan GmbH
- Project: Increase sales performance in sales and telesales
- Involved employees: >20 (CEO, Sales Director, national and international field-based Key Account Managers, service staff, telesales staff, BDC)
- Interim setup, development, leadership of telesales with technical and disciplinary management, relevant KPIs, motivation and control to achieve targets and improve results
- Design and on-demand updates of call guides with emotional value propositions for sales and telesales
- Restructuring of leadership and management of field sales nationally and internationally
- Restructuring of sales metrics and regular communication for management and sales leadership, also to monitor field sales
- Consulting on further development of the existing CRM for optimized mapping of the customer journey
- Acquisition training for KAMs and field sales consultants B2B
- Sales manager training for motivating field sales reps using sales metrics
- Potential coaching with clear addressing of status, gaps and development steps for sales staff and managers
- Further development of sales strategy from product sales to consultative meetings with process analysis and value selling focusing on benefits and values
- Phone training for sales, service and telesales in the B2B segment
- Sales coaching on the job for sales and telesales in the B2B segment
- Sales coaching on the job with "demonstration" in client meetings in the B2B segment
- Further development of the existing CRM for efficient and error-free customer handling in customer service
- Results: > 40% increase in performance of qualified leads in telesales; > 25% increase in qualified customer appointments in sales
Germany
Interim Manager, Consultant, Coach
Autohandel Gebr. van Eupen GmbH
- Project: Sales change management: set up B2B sales department
- Involved employees: >10 (CEO, B2B field sales reps, dialog marketing)
- Setup, 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 the customer journey in the existing CRM
- Operational management, control and monitoring of B2B field sales reps
- Sales metrics and regular communication for management
- Acquisition training for B2B field sales consultants
- Consulting, design and implementation of sales processes, sales management, KPI measurement, regular communication and competitive analyses
- On-the-job phone training with "demonstration" in client meetings
- On-the-job sales coaching for sales with "demonstration" in client meetings
- Potential coaching with clear identification of status, gaps and development steps for sales staff and managers
- Consulting, identification of sales potential in existing customers in Sales & After Sales and realization of potential
- Handover of sales leadership to the successor
- Results in 9 months: 25% increase in sales compared to previous year; 142 vehicles sold in the period; 500 offers in the period from 1,400 personal, 1,200 telephone contacts; 1,200 qualified leads from 4,300 lead contacts
Germany
Bank Clerk
Commerzbank AG
Stuttgart, Germany
Consultant, Coach
Daimler AG, Mercedes Benz Niederlassung Stuttgart
- Project: Stabilize after-sales revenue due to expected decline from e-mobility
- Involved employees: >10 (Service Manager, Assistant Service Manager, Reception Manager, Service Advisors, Service Assistants)
- Consulting and restructuring of service processes for air conditioning disinfection, AC maintenance and safety inspections (UVV)
- Definition of tools and meetings for sustainable employee management and motivation
- Sales coaching for service advisors with "demonstration" in client meetings
- Results: >75% increase in sales of relevant service offerings
Germany
Consultant, Trainer
Elspass Autoland GmbH & Co. KG
- Project: Implement CRM and systematic customer management
- Involved employees: >20 (CEO, B2B field sales reps, in-house sales consultants)
- Introduction of a CRM including error analysis for flawless customer handling
- Definition of relevant data maintenance in the CRM
- Continuous coordination with IT and the CRM provider
- User training on CRM operation
- Mapping the customer journey in the existing CRM
- Sales training on systematic customer approach including data and contact maintenance in the CRM
Germany
Consultant, Coach, Project Manager
Mercedes Benz Autohausgruppe
- Project: stabilize after-sales revenue during the pandemic (7 locations)
- Involved employees: >50 (after-sales managers, assistant after-sales managers, service managers, parts managers, service advisors, service assistants, telephone marketing, BDC)
- Consulting and design of processes to introduce air conditioning disinfection
- Defining tools and meetings for sustainable employee leadership and motivation
- Implementation across the dealership group
- Online sales training with all involved managers and staff in service and dialog marketing, BDC
- Follow-up phone coaching with all involved employees and managers to ensure ongoing implementation
- Project management for group-wide execution discipline
- Results: > € 49,000 revenue increase in 2 months
Germany
Consultant, Coach, Trainer
UGW AG
- Project: improve sales performance in dialog marketing
- Involved employees: >20 (board members, project managers, dialog marketing staff)
- Consulting and restructuring of dialog marketing for the execution of B2B customer orders
- Designing call scripts with emotional benefit arguments
- Phone training for B2B dialog marketing
- Sales coaching on the job with "modeling" in the B2B segment
- Train-the-trainer with call center coaches for feedback and target discussions with agents, and "modeling" effective calls
- Advising on the development of the existing CRM to better represent the customer journey
- Training project managers on measurement and management with KPIs, recruiting suitable staff, regular communication
- Results: > 20% increase in quantitative lead generation; > 40% increase in qualified leads with need and purchase timing
Germany
Consultant, Coach
Volvo Autohaus AutoNova
- Project: increase after-sales revenue and profitability (1 location)
- Involved employees: >10 (managing director, service advisors, service assistants, parts department staff, workshop manager)
- Consulting and restructuring service processes for air conditioning disinfection, air conditioning maintenance, and safety inspections
- Identifying and tapping unused potential in full-service packages
- Sales coaching on the job with "modeling" in customer conversations
- Sales training with emotional benefit arguments
- Results: ~ € 200 revenue increase per leased vehicle with Volvo full-service package; > € 51,000 annual revenue increase
Summary
Ignite and spark: enthusiasm that multiplies sparks
Live and lead by example: inspiring role model with driving motivation
Adapt and identify: affinity through sensitive empathy
Delegate and lead: team player with transparent goal tracking
Do and act: burning passion with disciplined activity
Develop and plan: inspiration with a heart's mind-movie
Achieve and realize: productivity with system efficiency
Think and aim: creative strategy with limitless vision
Sales coaching through “leading by example” for lasting behavior change: selectively adopting real customer and sales conversations for motivating learning transfer without inhibitions and with “genuine” sales performance
SALES BANG ® method for ongoing growth: achieve performance coherence from both technical and consistent energetic-emotional development
E-mobility in after sales: proven solutions to stabilize revenue amid declines caused by e-mobility
Languages
German
NativeEnglish
AdvancedLatin
AdvancedCertifications & licenses
Bank clerk
Commerzbank AG
Need a freelancer? Find your match in seconds.
Try FRATCH GPT More actions
Similar Freelancers
Discover other experts with similar qualifications and experience
- English
- Deutsch
2025 © FRATCH.IO GmbH. All rights reserved.