CaseStudy: KBA Germany

Sales and Management Development Training,  Change Management


Bluestone TMS was invited to take part in the delivery of a two year Change Management/Business Transformation/ Management Development programme for KBA (Koenig & Bauer GMBH), alongside a team of other multi-lingual trainers from across Europe.This was a global reach programme for all KBA sales managers, from USA, EMEA region and Asia, commencing in 2009 and ending in 2011.

KBA is the no.2 biggest global commercial printing company. As part of a 2 year global Management Development/ Change Management Programme, Acumen TMC provided effective training on different skill development topics, such as-Key Account Management (KAM), Advanced Selling skills, Consultative Selling, Coaching Skills, CRM, Communication/Presentation Skills, Leadership, Negotiations, etc.


Training workshops were delivered in global Head office of KBA in Radebeaul, near Dresden, Germany, as well as in Dallas, USA, head office for the North American operation. Delegates attending were worldwide, multi-cultural in background, highly experienced in their industry and in sales/sales management.

Training content was made stimulating, flexible, relevant to the industry, and highly interactive to ensure full participation and experiential learning.


Overall course evaluation was excellent, exceeding 85% satisfaction. For example-

April 2009:  Sales Strategy/ Change Management course,  No. of Delegates = 17, 14 provided feedback –

  1. Overall Course Evaluation:   86% scored Excellent, 2% Good
  2. Competency & Empathy of the Trainer:    79% scored Excellent, 3%  Good
  3. Preparation of the Content & Presentation by Trainer:   71% scored Excellent, 4%  Good.

“ I would like to take this opportunity to thank you for conducting the sales training programme for our North American Sales Managers. Your programme sparked very positive feedback from all who attended. In fact I have been exposed to many training programmes with various companies during my career and this is the first time I can recall receiving such a positive response from EVERY participant.  They were motivated and upbeat when I spoke to them. Congratulations. Sales people can be very hard to motivate, especially when training is involved, but you did well.  Thank you.”

Mark A. Hischar, President/CEO. KBA-North America.

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