VARIO: VARIO generates six-figure monthly new-customer revenue and…
"What Constantin does incredibly well is bring a genuinely hands-on mentality. There is not a lot of prose and theory; everything is practical and well-founded. People can apply what you give them immediately—and that has an enormous impact. "
Hendrik Schneider
Situation
Vario is a second-generation, family-owned ERP provider focused on small and medium-sized companies in retail, services, and manufacturing. The company serves the entire German-speaking market and has a sales team with a wide range of experience:
- Young employees with limited sales experience.
- Experienced salespeople with many years of selling behind them.
Challenges
Before the engagement began, Vario faced the following challenges in particular:
- Lack of commitment: The team lacked the discipline to schedule appointments, move the sales process forward with clear commitments, and consistently drive opportunities to a close.
- Low close rate: Account executives frequently lost customers or prospects during the final stage of the sales process after proposal negotiations.
- Different levels of experience across the team: Varying sales capabilities meant that both junior and experienced team members had specific areas to develop.
Impact: The engagement with SalesPlaybook, and Constantin in particular, achieved the following results:
- Greater commitment: The team learned to schedule next steps consistently, stop letting prospects drift away, and close with clear commitments.
- A clear understanding of the process: Account executives found it easier to maintain an overview in their daily work and use the sales funnel, such as the Sales Bike Club, in a structured way.
- Tools that could be applied immediately: Instead of pure theory, employees received practical tips and techniques they could use right away.
- Individual development: Both junior and experienced salespeople were able to take away the knowledge and tools that suited their particular situation.
- Consistent revenue: By May, the company was once again generating recurring six-figure monthly revenue, with very stable revenue development.
Critical Events
- Intensive working sessions and one-to-one coaching produced visible results immediately:
- Six concrete meetings with target customers were booked during a single on-site workshop
- Individual support for different experience levels created strong acceptance and progress across the entire team.
- A clear target of more than 25 new customers over the next three months creates commitment
Decision Criteria
SalesPlaybook’s practical, individually tailored approach was compelling:
- Hands-on mentality: little theory and a strong focus on pragmatic execution.
- Applicable knowledge: tools that have an immediate impact in day-to-day work.
- Sustainable development: the team stays engaged and revenue stabilizes over the long term.