Frequently Asked Questions
What is arckus' approach to achieve commercial growth?
Relevance, urgency and credibility are at the heart of the growth programs and are thus thoroughly elaborated. This philosophy uses customer behavior as a basis: Your customers will buy your products and / or services when they recognize that it is relevant and urgent, which is accelerated by the credibility of the supplier. By making good use of the growth program and guiding the sales team, the results are maximized.
How does arckus ensure the measurability of the growth programs?
At the start of the program, good agreements are made about the measurability of the effect on your growth. These agreements will be expressed by arckus in a business case. This is also practically possible in sales by expressing the growth in the value of the sales pipeline. Arckus is then also prepared to take an entrepreneurial risk in realizing the intended growth. If you want to know more about this, I would like to refer you to our quick scan.
In which markets does arckus specialize?
The expertise of arckus has been largely formed since 1989 in commercial (management) roles in the B2B manufacturing industry, national and international, including paper, cardboard and plastic packaging, graphics media, etc. Arckus focuses most on those industries. Do you want to know if that experience will be effective for the B2B markets you serve?
How does arckus provide insight into the results of sales training?
The philosophy is simple, practical and based on extensive research by, among others, Kirkpatrick. He is considered the thought leader in this field with his model of four measurement levels:
Enthusiasm about the training days in general and about the practical orientation. arckus measures this in real time with a mobile survey.
What do the participants say they have learned? Arckus also measures this in real time with an online survey.
What changed behavior do participants apply in practice, immediately after the training? Usually the client wants to determine this himself, but arckus also offers this as an option.
Is the changed behavior embedded in practice and therefore the new behavior? Here too, clients usually want to determine this themselves. arckus also offers it as an option.
Finally, in order to translate this into a commercial result, it is necessary to establish together the relationship between current sales behavior and how it hinders the formation of the desired result. This is the trickiest step in the whole. arckus adds here some consulting methods and common sense to make the commercial result visible.
How is an arckus growth program different from sales training?
The range of sales training courses on the Dutch market is large and good. From negotiation training to consultative selling, you have the choice. But it is not enough and the effect is not measurable. The bottom line is that in highly competitive B2B markets, your customers must perceive your offering as more valuable and urgent than that of the competition. And that they find your offer and organization credible. To achieve this, arckus bundles personal experience in the field of personal sales, sales training and sales coaching, project management and sales leadership in one program. That is what we call a growth program. What do the participants say they have learned? Arckus also measures this in real time with an online survey. What changed behavior do participants apply in practice, immediately after the training? Usually the client wants to determine this himself, but arckus also offers this as an option. Is the changed behavior embedded in practice and therefore the new behavior? Here too, clients usually want to determine this themselves. arckus also offers it as an option. Finally, in order to translate this into a commercial result, it is necessary to establish together the relationship between current sales behavior and how it hinders the formation of the desired result. This is the trickiest step in the whole. arckus adds here some consulting methods and common sense to make the commercial result visible.
If I just want to train my sales team, is that also possible at arckus?
Yes, you can, because successfully providing sales training and coaching is one of arckus’ personal expertise. The training offer varies from negotiation training to consultative selling and is always focused on personal growth and acceleration of the sales pipeline. The training is tailored to your commercial goals, the market, and the sales team.
What role does "personal selling" still play in arckus' growth programs?
According to Arckus, personal selling is still the differentiator for growing faster than the competition. In many B2B markets. It is a fact that more than ever customers are digitally orienting themselves to make their purchasing choices. But it is also a fact that many products and services that are procured must be embedded in high-performing organizations under a high degree of complexity. And most customers therefore experience that changes entail risks. In those situations, personal sales are in a better position to demonstrate the correct credibility in every interaction with the customer and to coordinate the correct relevance and urgency with the customer. According to Arckus, it will be many years before that interaction is credible without personal sales.
Can I also use arckus to fine-tune my commercial strategy?
We are happy to do this, but we answer with a counter question: How should this sharper strategy pay off for you and what does that mean for the sales approach? You will then see our approach that makes your strategy sharper and measurably links it to improvement in practical commercial growth.
I hear a lot about consultative selling. Is that also a solution for realizing my growth ambitions?
Consultative selling is widely used in the B2B markets in which you operate. What it is all about, of course, is that you achieve growth in turnover, market share, margin or competitive position. Consultative selling can help with that, but having a complete sales process that works better than your main competitor’s is the real key to that growth. And that is arckus’ mission: to increase the impact and effectiveness of your team’s sales process, allowing you to beat the competition more often.
Why is arckus' consulting experience relevant to me?
Let’s be honest with each other: consulting does not have a good image with practical and commercial-minded entrepreneurs and their sales teams. An entrepreneur and seller who often also works by intuition. And that feeling certainly has value. In consulting, a lot of work is done with data and there is rarely room for feelings. However, in my consulting roles, it has worked very effectively to understand and present the facts and feelings. This enabled me to provide more independent advice and to realize improvements. And also to make the sales teams change ready and ready for change for something that was completely natural for the entrepreneur. Good consulting also realizes the transformation you need to realize your growth ambitions