Passion as a Tool

Our aim with the multi-stage IWP training series was to provide selected employees with professional support as they make the transition from back office to field sales. Together with our IWP trainer Achim Schnitzler, with whom I have worked successfully for many years out of conviction, we have clearly achieved this goal. Besides the important sales content, the jointly developed training concept made all the difference. This enabled us to involve participants from our three sectors at the same time. As a result, everyone has greatly expanded their personal perspectives, the “team spirit” has been enormously strengthened across all sectors, and we have significantly sharpened our “digital mindset” by integrating state-of-the-art digital platforms. We, the entire Carl Nolte team, are looking forward to many more successful IWP training sessions with Achim.

With my experienced and exceedingly successful sales team, I was, or rather we were, very curious to see whether we would learn something new in a sales training course. First and foremost: We were able to learn some very effective new approaches. What I found most exciting was that we as a team were able to benefit from each other and, of course, also from our IWP trainer Achim Schnitzler. We all realised that he himself has many years of operational sales and purchasing experience and we therefore all met as a team at eye level. For us as sales representatives, the “excursions” into the approaches used in purchasing and the associated challenges were particularly exciting. With his open and yet down-to-earth manner, Mr Schnitzler appropriately addressed and motivated the different characters in our sales team. We look forward to continuing our successful collaboration with him and with IWP.

We at CSP are convinced that the training with Achim Schnitzler has resulted in decisive progress for our participants. Both our own expectations as a company as well as the participants’ expectations of communication training in blended learning format were fulfilled 100%. The cooperation with IWP and our trainer Achim Schnitzler perfectly matches the values that we value as an innovative medium-sized IT company: agility, honesty, forthrightness, and reliability. We are looking forward to further exciting training sessions, in which we as CSP will gladly be pulled out of our comfort zone and taken down new, inspiring paths.

The IWP training has also given our experienced key account managers even more confidence and sovereignty in customer discussions. How did trainer Harald Herrmann achieve this? By creating a high level of practical relevance – also through concrete role simulations from our own everyday discussions – and by making techniques and tools directly applicable in the training. We quickly understood the structure of the modules, which build on each other, and worked within them. With regard to the ROI of the training, some of our KAMs successfully negotiated away customer requests for discounts. It is not only sales techniques that Harald trained intensively with us that are helpful, but also his personal long experience in sales. And apart from that, it was a real pleasure to work with such a likeable trainer who is also clearly structured with strong implementation skills.

Profession sales training, cleverly combined with team development activities – this is what we have very successfully realised with IWP. Our penny dropped in a wide variety of areas so that we now act even more professionally when interacting with our customers and work together even more closely in the team. One “success factor” in this is the IWP trainer with whom we have been cooperating for several years now: Achim Schnitzler. Achim has managed to develop and maintain a basis of trust with all our participants within a very short time. For us, Achim Schnitzler and IWP are “seeded” for the future.

Oraylis GmbH is a consulting company in the BI and AI sector and has cooperated trustfully with IWP since 2011. The coaching sessions further our consultants and internal teams in all situations on a daily basis. The scope of training includes a basic programme after the onboarding of new colleagues and consolidation of techniques for the more experienced employees. The switch to remote training during the more severe Corona measures has not diminished the impact – something we were a little concerned about. Instead, we have experienced many impact factors ourselves, which have enhanced and professionalised our remote work with our customers. Our trainer Achim Schnitzler in particular excels in his flexibility in planning and implementation and responds to our special requests for topics that particularly concern us with the highest level of professionalism; his commitment and reliability are beyond reproach. We look forward to many more years and ongoing new impulses!

The Sateco sales team enthusiastically completed the IWP course series “Professional Sales”. Soon the desire arose to have our own learning platform to train our global workforce independent of location and time. In 2021, the Sateco Digital Academy was launched. Since then, new courses developed by Sateco have been continuously published internally and successfully completed. We receive a lot of positive feedback from employees in Europe, Asia and the USA. IWP is at our side as a hoster and competent partner and always supports us quickly and in a friendly manner in all matters.

The contact restrictions brought about by the pandemic prompted us to look for new effective solutions to achieve the goals we had set with our sales team and to establish sales methods that would be effective in the future. Together with the IWP, we have succeeded in doing this. In particular, I would like to emphasise the following points:
– The concept and contents of the training programme were adapted to the needs of the participants and to the goals of UNI-Geräte GmbH as a medium-sized company in a highly technical environment.
– The trainer Achim Schnitzler impresses with his impeccable handling of all participants, from ” the young to the old”. His professional competence led to 100% acceptance of the courses.
On the one hand, the healthy persistence in acquisition exemplified by the trainer Achim Schnitzler led to us commissioning the IWP and, on the other hand, precisely this was impressively conveyed to our participants. This is a quality that we generally recommend to everyone in sales. We look forward to continuing our trusting and successful cooperation.

With Wilfried Kochannek from IWP, we brought a practitioner with brains and passion on board. The enthusiasm among my sales teams remains unbroken even months after the last session. The tools that were trained and experienced together with colleagues are applied in our daily business as a matter of course. The result: Owing to a very strong sales performance in the second half of the year, we were able to increase our turnover by 20% compared to the previous year.

Our participants gained a great deal for their daily work through a training course with Wilfried Kochannek, as the contents and the method of training are conveyed in a highly practical manner, which also enthuses the participants enormously. Thanks to this training course, we were able to arrange 139 customer appointments with new customers within four days, with a minimal time expenditure of 2 minutes per telephone call on average.
In comparison to other courses and especially trainers I have encountered in my 25 years of JD experience, Mr Kochannek was the first and only one so far:
1. who analysed the actual state before the first course (turnover of the company / turnover and gross profit per salesperson / challenges faced in the area, but also personal matters of the respective salesperson).
2. who, together with the management, defines goals and is also measured against these goals.
3. adapts the contents of the respective course based on the feedback from the participants and the management in order not to lose sight of our common goals

With IWP Factory, I particularly value their great professional expertise, their openness, and their fairness. This way, further development becomes a superb all-round package. The resulting close cross-linking of our abilities and knowledge on both human and professional level is a gain for us both.

Professionalism and commitment are IWP Factory’s brand essence. For over 20 years I have appreciated the collaboration with Jens Wünderlich and his team, as, in their projects, people are the centre of focus and not the technologies employed.

IWP has been our close partner for further training of our employees for several years. IWP covers both classic training content current topics with the highest level of quality. By using IWP’s learning platform, within a short space of time we introduced a digital learning infrastructure with which we implement all our training courses with a minimum of effort. Besides for internal training, we also use the platform successfully for the certification of our external customers. We look forward to our continuing cooperation and constant new impulses on the topic of further training.

VINCI Energies Academy has been working together with the Institut für Wirtschaftspädagogik very successfully for many years. As a reliable and highly professional partner, and in collaboration with us, they implement numerous projects within the framework of our leadership and employee development programme. Besides standard workshops, a large-scale campaign for the optimisation of sales competences of our staff is notable, one which we carried out in 2021/2022. Owing to a professional blended learning concept consisting of classroom and online learning phases, as well as the possibility of self-learning elements via the IWP Factory learning platform, the success of the projects was guaranteed. The participants were extremely impressed and now fruitfully put the acquired knowledge into practice within the framework of their daily activities. To conclude, I would like to express my gratitude for IWP’s flexibility, which enabled us to switch to equally successful online concepts on account of the pandemic and the lack of possibilities to conduct classroom sessions. We look forward to further projects in the future

If you are expecting well-conceived content from a well-coordinated team, you will not be disappointed here. From IWP you receive concept and implementation from one single source – extremely professional and reliable. At the same time, consultancy and cooperation are always on equal terms.