{"id":1881,"date":"2026-05-15T14:09:37","date_gmt":"2026-05-15T12:09:37","guid":{"rendered":"http:\/\/www.gruenlicht.com\/?post_type=projekt&#038;p=1881"},"modified":"2026-05-15T14:26:24","modified_gmt":"2026-05-15T12:26:24","slug":"vertriebsschulungen-fuer-alle-shop-mitarbeiterinnen-eines-telco-anbieters","status":"publish","type":"projekt","link":"https:\/\/www.gruenlicht.com\/en\/projekte\/vertriebsschulungen-fuer-alle-shop-mitarbeiterinnen-eines-telco-anbieters\/","title":{"rendered":"Sales training for all shop employees of a telecommunications provider"},"content":{"rendered":"<h2 class=\"wp-block-heading has-medium-font-size\">Project context<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Sales training for around 450 shop employees of a telco provider<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-medium-font-size\">Key areas<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Training curriculum, eLearning, in-person, on-the-job training, train-the-trainer and gamification<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-medium-font-size\">The role of gr\u00fcnlicht<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Conception, roll-out and sustainable embedding of the training programme<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-medium-font-size\">Starting situation<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">A major telecommunications provider wanted to strengthen sales in its shops. Around 450 shop employees across Germany were to improve their consulting skills, product knowledge, and closing strength.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Varying levels of experience and prior knowledge within the teams<\/li>\n\n\n\n<li>Wide range of products including mobile, landline, accessories, and services<\/li>\n\n\n\n<li>High competitive pressure in the market<\/li>\n\n\n\n<li>Training had to be implemented without long absences from day-to-day business.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading has-medium-font-size\">Our Approach<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">gr\u00fcnlicht developed a bespoke sales training programme for all shop staff \u2013 practical, modular and tailored to real-life sales situations in the shop.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>The central building blocks were:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Needs analysis and concept development: Survey of skills and needs through interviews, observations and workshops<\/li>\n\n\n\n<li>Training Curriculum: Development of a training plan with modules on product training, consulting and sales techniques, and cross- and upselling.<\/li>\n\n\n\n<li>Blended learning: Combination of face-to-face workshops, e-learning modules and on-the-job training<\/li>\n\n\n\n<li>Practical orientation: Role-playing, sales conversation simulations, and direct application in day-to-day shop work<\/li>\n\n\n\n<li>Trainer training: Enabling internal multipliers for sustainable knowledge transfer<\/li>\n\n\n\n<li>Motivation and Gamification: Introducing Challenges and Competitions to Foster Learning Motivation<\/li>\n\n\n\n<li>Feedback and Monitoring: Ongoing evaluation through surveys, mystery shopping and KPI measurement<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading has-medium-font-size\">Measures in detail<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">A crucial building block was the kick-off workshops for management and shop managers, in order to clarify expectations, goals and roles in the roll-out early on.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">In addition, e-learning modules for basic knowledge of products, tariffs and processes were created. Building on this, practical training sessions were developed for consultation skills, needs analysis, objection handling and closing techniques.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The roll-out was planned in several phases to train all 450 employees without significantly impacting daily operations. Concurrently, a train-the-trainer programme for internal trainers was established.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">For long-term embedding, regular refresher training and a digital learning platform for continuous knowledge transfer have been established.<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-medium-font-size\">Results<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>All 450 employees successfully trained \u2013 with no significant disruptions to shop operations<\/li>\n\n\n\n<li>Product knowledge and closing strength significantly increased, measurable by sales figures and mystery shopping results<\/li>\n\n\n\n<li>Customer satisfaction improved through more competent advice and higher service quality<\/li>\n\n\n\n<li>Employee motivation increased through practical training and gamification approaches<\/li>\n\n\n\n<li>Sustainability secured: Internal trainer network established and digital learning platform continues to be used<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading has-medium-font-size\">Key Learnings<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Practical training with direct application in the work environment offers the greatest added value.<\/li>\n\n\n\n<li>A blended learning approach combining e-learning and in-person sessions ensures maximum flexibility and sustainability.<\/li>\n\n\n\n<li>Gamification and challenges noticeably increase motivation.<\/li>\n\n\n\n<li>Train-the-trainer programmes allow large target groups to be qualified efficiently and sustainably.<\/li>\n<\/ul>","protected":false},"excerpt":{"rendered":"<p>Projektkontext Vertriebsschulungen f\u00fcr rund 450 Shop-Mitarbeiter:innen eines Telco-Anbieters Schwerpunkte Schulungscurriculum, eLearning, Pr\u00e4senz, On-the-Job-Training, Train-the-Trainer und Gamification Rolle von gr\u00fcnlicht Konzeption, Roll-Out und nachhaltige Verankerung des Schulungsprogramms Ausgangslage Ein gro\u00dfer Telekommunikationsanbieter wollte den Vertrieb in seinen Shops st\u00e4rken. Rund 450 Shop-Mitarbeiter:innen in ganz Deutschland sollten ihre Beratungskompetenzen, Produktkenntnisse und Abschlussst\u00e4rke verbessern. Unser Ansatz gr\u00fcnlicht entwickelte ein [&hellip;]<\/p>\n","protected":false},"featured_media":0,"template":"","meta":{"_acf_changed":false,"footnotes":""},"leistungsbereich":[17,18,19],"branche":[47,22],"projekttyp":[44,37,36],"class_list":["post-1881","projekt","type-projekt","status-publish","hentry","leistungsbereich-customer-experience","leistungsbereich-service-digitalisierung","leistungsbereich-training-personalentwicklung","branche-retail","branche-telekommunikation","projekttyp-change-management","projekttyp-elearning","projekttyp-training-weiterbildung"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.gruenlicht.com\/en\/wp-json\/wp\/v2\/projekt\/1881","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.gruenlicht.com\/en\/wp-json\/wp\/v2\/projekt"}],"about":[{"href":"https:\/\/www.gruenlicht.com\/en\/wp-json\/wp\/v2\/types\/projekt"}],"version-history":[{"count":2,"href":"https:\/\/www.gruenlicht.com\/en\/wp-json\/wp\/v2\/projekt\/1881\/revisions"}],"predecessor-version":[{"id":1889,"href":"https:\/\/www.gruenlicht.com\/en\/wp-json\/wp\/v2\/projekt\/1881\/revisions\/1889"}],"wp:attachment":[{"href":"https:\/\/www.gruenlicht.com\/en\/wp-json\/wp\/v2\/media?parent=1881"}],"wp:term":[{"taxonomy":"leistungsbereich","embeddable":true,"href":"https:\/\/www.gruenlicht.com\/en\/wp-json\/wp\/v2\/leistungsbereich?post=1881"},{"taxonomy":"branche","embeddable":true,"href":"https:\/\/www.gruenlicht.com\/en\/wp-json\/wp\/v2\/branche?post=1881"},{"taxonomy":"projekttyp","embeddable":true,"href":"https:\/\/www.gruenlicht.com\/en\/wp-json\/wp\/v2\/projekttyp?post=1881"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}