Focusing on and connecting with the customer is important for reigniting growth. Every interaction with the customer is an opportunity to be an ambassador for the brand. The following stories illustrate the Company’s commitment to investing in the training and tools that team members need to succeed.

4^th Treatment Centers Forum

In an effort to start the year on a strong note, roughly 100 Treatment Center sales and marketing representatives from all over the world came together for a two-day event at the Dentsply Sirona Innovation Center in Bensheim, Germany at the end of February. The Innovation Center provided a great atmosphere for the forward-looking topics on the agenda.

The forum included both technical and educational components with presentations on subjects such as “Best Practices in Sales & Marketing around the Globe,” “Cooperation between SBU, RCO and Corporate Marketing” as well as product information on infection prevention, integrated endodontics and digitally connected Treatment Centers.

To enhance the connection to the customer, and share their perspectives, the Forum featured an interactive panel discussion on dentist ergonomics with two external speakers: Thomas Senghaas, a dentist from Hamburg, and Dr. Peter Fischer, a specialized physiotherapist from Tübingen. All in attendance found the panel discussion enlightening.

In addition to the day’s sessions, an evening event at the Automuseum in Ladenburg provided a wonderful opportunity for the international group to network and put faces to names.
 

Sales Compass Training Platform

The Dentsply Sirona Sales Compass is an eLearning platform providing sales force and marketing employees with relevant product information such as key marketing claims, competitor analyses, sales tips, FAQs, scientific materials with relevant case reports, and training through both videos and presentations. Initially a tool from the Restorative SBU, the platform now includes the Endodontics and Preventive product portfolios. Sales Compass is available via both a website and offline as an app.

The platform has a “Customer View” which includes only focused, relevant materials that can be used as a tool when interacting with customers. Material on the platform is initially available in English and needs to be translated into the local language by the individual country prior to product launches.

Sales Compass makes relevant information available with just a few clicks or swipes and is another example of how Dentsply Sirona is leveraging technology to better equip its employees.

Sales Force Effectiveness Training

In addition to online support through tools such as Sales Compass, Sales Force employees have access to customized classroom sales training in four languages through the Dentsply Sirona Academy. Sales reps for Consumables and Equipment in Dubai, South Africa, and India recently successfully completed a three-module interactive course in Sales Force Effectiveness with the Academy’s Master Sales Trainer Christine Weidner. The modular thus sustainable training concept is already showing results in cross-selling and teamwork between the two units.

Midwest meets Bensheim

In April, 33 colleagues from the Midwest brand Sales Team made a six-day visit to Bensheim to get an introduction to the production site and a factory tour. For some of the colleagues, it was their first time visiting Europe, so the itinerary included a visit to the nearby Auerbach Castle, which was originally constructed under King Charlemagne.

The visit provided opportunities to meet and get to know members of the R&D Team, receive product training on endo and surgical attachments as well as treatment centers, and get a first-hand look at the innovative technology on display at the production site. The American guests were even treated to an “American-style” barbeque by their German hosts.