Building a Stronger Sales Discipline

Building a Shared Foundation for Sales

Bosch Rexroth already had strong technical expertise and close customer relationships but wanted to bring more structure, consistency and proactivity to its sales approach.

To support this ambition, Radiant developed a four-month hands-on sales training programme built around Bosch Rexroth's own customers, market and sales opportunities. Combining workshops with practical sales activities, Radiant worked side by side with the sales team across four key areas:

• Market Focus and Sales Fundamentals: Prioritising accounts and opportunities based on where the greatest value could be created.
• Pipeline and CRM: Establishing a shared structure for opportunities, stakeholders, next steps and follow-up.
• Positioning and Customer Dialogue: Engaging earlier in customer decision-making processes and communicating value to the right stakeholders.
• Playbook, Meeting Preparation and Qualification: Applying pitches, questions, value propositions and qualification to real customer conversations and active opportunities.

The objective was to establish a shared way of working across customers, opportunities and teams.

“The most valuable part has been that the time was not primarily spent on models and theory, but on applying them in practice.” - Mette Bøegh-Nielsen, Bosch Rexroth

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Training in Real Life

Rather than focusing on theory alone, Radiant worked directly with Bosch Rexroth's sales team on real accounts and active sales opportunities.

Together, they prepared customer meetings, conducted outreach and qualified next steps. Throughout the programme, activities were regularly evaluated and linked to the pipeline and CRM, ensuring that the training was directly applicable and tailored to each salesperson's specific needs.

“You get a very personal approach, where each individual has the opportunity to receive the support they need, so you can help them move forward.” - Mette Bøegh-Nielsen, Bosch Rexroth

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From Learning to Lasting Sales Behaviour

The programme was not only about strengthening each salesperson's tools, but also about creating a shared approach to how sales activities are structured and followed up.

This contributed to stronger alignment between sales leaders and a more consistent approach across different sales areas.

“We have developed a more shared understanding of how we should work and a more consistent structure across the organisation. The dialogue between the sales leaders has also been really valuable.” - Mette Bøegh-Nielsen, Bosch Rexroth

For Bosch Rexroth, a key part of the value was that the programme was more closely connected to everyday practice than previous sales training, helping new methods become part of daily sales activities.

“We have tried sales training before, where people felt they had learned something, but then went back to doing exactly what they did before. We have definitely gained more from the programme with Radiant.” - Mette Bøegh-Nielsen, Bosch Rexroth

The programme has established a stronger foundation for a more structured and proactive sales discipline, both in daily execution and in shared follow-up across the sales organisation.

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