Case Study: Atlas Copco

Extending Sales Best Practices to Distribution Partners

Founded in 1873 Atlas Copco is a Swedish company that manufactures a broad portfolio of industrial tools, air compressors, and construction equipment.

The company is a leading marketer of industrial products in over 20 countries around the world.

In 2011 Ascension was engaged to adapt the Purposeful Selling program for Atlas independent sales agents and distributors throughout Latin America.

Over 50 independent sales reps attended Ascension led best practice consultative sales workshops held in Mexico City. Workshop content was translated into Spanish and simultaneously delivered in both English and Spanish.

Though never before attempted by the Atlas industrial air compressor group in Latin America the workshop was very highly rated by all participating independent distributors and agents. Overall workshop evaluation scores averaged over 90% on all content and training metrics.

Atlas Copco is an excellent example of how American best practice consultative sales principals apply to a global audience well beyond US borders.

Over the last five years Ascension has delivered dozens of “Art of Consultative Selling” and “Science of Consultative Selling” workshops across Latin America, Canada, France, Germany, and the UK.