SCHOTT is a leading international technology group in the areas of specialty glass and glass-ceramics. The company has more than 130 years of outstanding development, materials and technology expertise and offers a broad portfolio of high-quality products and intelligent solutions. SCHOTT is an innovative enabler for many industries, including the home appliance, pharma, electronics, optics, life sciences, automotive and aviation industries. SCHOTT strives to play an important part of everyone’s life and is committed to innovation and sustainable success. The parent company, SCHOTT AG, has its headquarters in Mainz (Germany) and is solely owned by the Carl Zeiss Foundation. As a foundation company, SCHOTT assumes special responsibility for its employees, society and the environment.
-70% of the market share of all “non-window” glass manufacturer in 100’s of products
-Global sales of 2.08 billion euros, 86% generated outside of Germany
-15,500 employees worldwide, 5,550 of whom are in Germany
-Production sites and sales offices in 34 countries.
There are 7 business units – each with unique buyers. The common thread is that Schott leads the global market in nearly all glass-infused products, and must continue to demonstrate innovation.
Why Focus On Digital Selling?
- In their pilot division – Tubing, their market share dominance made them prone to attack from the competition. The needed to protect this core.
- The other 6 business units recognized at a global level that market trend, social connections and glass innovation was readily available on the internet. Schott decided to be proactive and lead from the front by controlling the customer conversation and leading using digital sales.
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How Was Success Measured?
Program success was evaluated through Sales for Life’s measurement framework, grounded on the Kirkpatrick Evaluation Model, as the industry best-practice.
While much of social selling enablement is focused strictly on training, Sales for Life’s model is built around knowledge transfer and application. This is ultimately tied to sales results and ROI. It was through this approach that Schott was able to correlate actual sales results through application of learning.
Sales for Life Creates
What Change Management Occurred?
- Social Selling is transcending beyond sales into all functions of the organization. Sales for Life developed a ‘Fundamentals’ program to help the Schott ecosystem be more digital in all business functions.
- At a sales professional level, 100’s of video-first communications between buyer & seller is helping Schott teach their customers about new glass innovations at a new scale.
Schott is part of a multi-year partnership with Sales for Life to provide Learning-as-a-Service (LaaS) throughout the entire sales ecosystem.