Manage HR Magazine: Specials Magazine
What separates a good sales team from an exceptional one? It’s more than natural charisma or closing deals. It’s about deeply understanding customers, building authentic relationships and delivering solutions that create lasting value. Heidrick & Struggles’ sales training is driven by this core philosophy. With decades of expertise in executive search, leadership development and organisational consulting, the firm doesn’t just train salespeople but shapes visionary leaders. By applying insights from its work with top-tier executives, Heidrick & Struggles equips sales teams to think strategically, foster trust and align solutions with clients’ long-term goals. Sales teams are transformed from transactional sellers to trusted advisors who anticipate market shifts, cultivate meaningful relationships and drive sustainable growth. Organisations leverage these skills to elevate their bottom line and excel in an evolving business landscape. Strategic and Relationship-Driven Selling Sales success today demands more than mastering pitch decks and closing tactics. It requires consultative selling, helping professionals navigate complex client needs and position solutions that align with broader business goals. At Heidrick & Struggles, the focus is on equipping sales professionals with the ability to navigate complex decision making landscapes. Participants learn to identify key stakeholders, analyse client pain points, and craft strategies that foster sustained value. By integrating principles of behavioural economics, the program sharpens persuasion techniques, helping sales teams recognise and overcome decision-making biases while articulating compelling value propositions. But success in sales isn’t just about strategy—it’s about connection. The ability to read nonverbal cues, build trust and engage in meaningful dialogue transforms interactions from surface-level exchanges to relationships built on credibility and mutual understanding. Through a focus on self-awareness, empathy and interpersonal dynamics, sales professionals refine their ability to navigate high-stakes negotiations, deepening client relationships that endure beyond a single deal.
Sales training has long been focused on equipping teams with techniques to directly engage external customers— the buyers. Customer Experience Excellence Ireland positively disrupts the industry by shifting the focus inward, treating the internal customer—employees, managers and suppliers—as the key to success. Using a variety of tools and technologies, it helps cultivate a culture of care and equips teams with essential skills, fostering happy, skilled employees. The result? Exceptional customer experiences flow naturally, making sales an inevitable outcome. According to a global study conducted in collaboration with the Massachusetts Institute of Technology (MIT), 50 percent of the skills needed for the future will be human skills, often overlooked in formal education systems. Recognizing this, Customer Experience Excellence Ireland shifts the focus from conventional sales skills to human skills development. It offers a comprehensive matrix of 32 human skills, enabling clients to identify and prioritize ten key areas they need to focus on. These skills are then cultivated through customized modules delivered via face-to-face sessions, online platforms, or immersive technologies. “We don’t deliver sales training in the traditional way. Our approach centers on developing the core abilities—trust, empathy, and connection— that truly drive success in sales,” says Charlie Boyle, CEO. The foundation of this paradigm shift lies in Boyle’s 15 years of experience in the UK’s hospitality industry, where he unknowingly practiced the principles of internal customer service. It wasn’t until pursuing a master’s in leadership and innovation that he realized its significance, which became the cornerstone of Customer Experience Excellence Ireland’s distinctive approach to sales training.
Anis Bouyahia has carved a niche as an expert in executive interim management. Over the past 15 years, he has showcased his mastery as an interim manager by adeptly filling pivotal roles across multiple industries—serving more than 25 international clients, in 12 countries and leading over 70 successful projects. In 2009, Bouyahia founded “ad temporis | Interim Management” in Zurich (Switzerland)—followed by another branch office in 2010 in Hamburg (Germany)—focusing on helping clients with crucial and globally oriented business functions such as procurement, supply chain management and logistics. Currently, he is leading a restructuring project for a Swiss pharmaceutical company, streamlining purchasing and supply chain operations across six European sites. His focus lies in integrating fragmented systems, aligning cross-border teams, leveraging efficiency in delivering products and services, cutting costs as well as implementing a unified strategy for European business—delivering results within strict timelines, requirements and budgets. The Quiet Force for Effective Interim Leadership Anis Bouyahia embodies Lao Tzu’s timeless philosophy, “If you want to lead people, you have to walk behind them,” in his work as an interim manager. For him, leadership isn’t about seeking the spotlight or accolades—it’s about guiding and leading from behind. It’s this attitude that led Bouyahia to remain committed to this profession—a rarity in the industry—leaving an impact on the organisations he serves. “My role is to provide the guidance, structure and solutions necessary to enable CEOs, executive boards and their teams to claim the recognition they deserve for driving positive change,” says Bouyahia.
Interim Aid GmbH specialises in matching exceptional talent with critical business needs, transforming workforce challenges into strategic opportunities. Focusing on quality over quantity, they provide tailored interim solutions, ensuring immediate impact and long-term value. Leveraging AI-driven systems and a global network, Interim Aid GmbH bridges the gap and builds lasting organisational capabilities.
Organizational Development
Talent Management in DeepOcean: Nurturing Growth and Retaining Top Talent
Hege Jarsto, Global Human Resources Director, DeepOcean
Benefits Administration
Putting Employees First for Success at AWWG
Carlos del Río, Vice President of Human Resources at AWWG
Organizational Development
The Power of Cross-Functional Collaboration: Accelerating Company Performance and Speeding up Decision-Making Process
Hilde R. Sonnichsen, CHRO, Group HR, Uhrenholt
Leadership Development
Leadership development: What we have known all along and find to be more relevant than ever.
Nina Kreyer, Global Head Learning & Development and Annette Leicht-Will, Senior HR Expert at LGT Private Banking
HR Tech
Think Global, Act Local - International Payroll Platform Strengthens Governance & Efficiency At Henkel
Carsten Bertling, Regional Head of Human Resources Europe, Henkel
Recruitment Process Outsourcing
How to Source A Recruitment Team?
Martin Geissmann, Global Head of Recruitment, Bachem
Career Counselling
Why Edib is a Non-negotiable for Businesses
Adina Avram, Director of Talent Development and EDIB, Trivium Packaging
Corporate Training Workshops
Adapting Learning & Organisational Development: Insights From Accord Healthcare
Simon Hopper, Director, Learning & Organisation Development at Accord Healthcare
Executive Coaching
Empowering Engagement: Strategies for Thriving in Evolving Work Environments
Kirstie Loveridge, Executive Vice President, People & Culture at AEG Europe
IN MY OPINION
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Enhancing Employee Experience through Strategic Recruiting and Onboarding
Oksana Antonova, Head of Recruiting, Onboarding and Engagement, Allianz [ETR: ALV]
LAST WORD
Employee Benefits
The Best Benefits: Taking Care of Your Staff, Guaranteeing Their Well-Being and Promoting Their Professional Development
Ignacio de Loyola, Head of HR, Spain at Pepper Advantage
IN FOCUS
Sales Training for Cross-Functional Teams
In today's evolving business environment, successful sales organisations are increasingly leveraging the power of collaboration.
How Interim HR Executives Drive Organisational Stability During Change
European organisations face continuous change, including mergers, acquisitions, digital transformations, and economic fluctuations.
EDITORIAL
The Future of Sales Training and Interim Services in Europe
The Sales Training and Interim Services sector in Europe is evolving, driven by business demands, technological advancements, and economic uncertainty. These two markets are closely linked, as companies rely on skilled sales teams and adaptable interim professionals to navigate shifting market conditions. Sales training fuels revenue growth by equipping teams with essential skills, while interim management provides expertise and agility during transitions or crises.
One of the key forces shaping sectors is digitalisation. AI-driven sales tools, CRM automation, and data analytics transform how businesses train their sales teams and deploy interim professionals. Virtual sales training programs have gained traction, offering scalable and cost-effective solutions. At the same time, interim managers are also implementing new technologies to enhance sales operations.
Economic fluctuations also play a crucial role. During downturns, companies often reduce permanent staff and turn to interim professionals while investing in upskilling their remaining workforce. Additionally, evolving labour regulations across Europe impact how businesses engage interim professionals. Stricter labour laws may increase costs, prompting firms to rely more on short-term consultants or outsourced sales training instead of maintaining in-house programs.
Europe’s Sales Training and Interim Services market is poised for continued evolution. Companies will prioritise specialised training in digital and consultative selling, while demand for interim managers with niche expertise in technology, healthcare, and sustainability will continue to rise. Firms that successfully integrate AI-driven learning solutions and flexible workforce strategies will gain a competitive edge, ensuring resilience in an increasingly volatile business environment.
In this edition of Manage HR Europe, we spotlight the most significant companies and influential individuals pushing the boundaries of the sector. Featuring insights from industry leaders such as Oksana Antonova, Head of People Sourcing, Recruiting and Onboarding, Allianz [ETR: ALV], and Ignacio de Loyola, Head of HR for Spain at Pepper Advantage, we provide valuable perspectives to help businesses make more data-driven and strategic decisions.
