FP-Tuotteet grew orders by 18% during a downturn by building a shared sales operating model<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tWe helped FP-Tuotteet turn the work of skilled salespeople into a shared solution-selling approach. Once the new way of working became part of everyday sales practice and management, orders grew by 18% during a market downturn.<\/em><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\n\t\t\t\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tClient<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tFP-Tuotteet Oy<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tIndustry<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tRenovation and new construction, space-division solutions<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tService<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tSales<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tYear<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t2025\u20132026<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t+18%<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tGrowth in orders over 12 months<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t+\u20ac1.4M<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tMore orders than in the previous 12 months<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t100 %<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tThe whole team on board with growth\u2014no cutbacks during the downturn<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t10\/10<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tCEO recommends Voitto<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
\n\t\t\t\t\n\t\t\t\t\tSource: FP-Tuotteet and Voitto Group, sales development project.<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tIn brief<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tAt FP-Tuotteet, delivery was already running smoothly and the salespeople were skilled. The next opportunity for growth was to create a shared approach to solution-focused selling. We built it on FP’s own strengths: sales playbooks and weekly management routines. Within a year, orders turned into 18% growth in a challenging market.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
\n\t\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tWhen the market slows down, the first reaction is often to do more: more outreach, more proposals, more selling. FP-Tuotteet went in a different direction.<\/p>
FP-Tuotteet is a leading Finnish manufacturer and supplier of space-division solutions. Its movable walls and glass partitions divide spaces in hundreds of schools, offices, and public buildings across Finland. The company had extensive experience, strong customer expertise, and skilled salespeople. The opportunity for growth lay in turning the individual efforts of skilled salespeople into a shared approach to solution-focused selling\u2014one that delivers value to the customer throughout the entire buying process, not just once a request for proposal is already on the table.<\/p>
In project sales, there is one rule that never bends: the deal is often decided early in the buying process<\/em>. Whoever delivers value to the customer while direction is still being chosen plays by their own rules. Everyone else competes on price.<\/p>This is the story of how that was done\u2014and why the most important change ultimately wasn’t the playbook itself, but the way it was managed. A playbook means a shared, documented way of working: what gets done, in what order, and by whom.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
\n\t\t\t\t\t\n\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t01<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tStarting point: strong delivery, and the next opportunity for growth<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tAt FP-Tuotteet, the post-order phase was already in good shape. Once an order was placed, a clear process reliably carried the project to completion\u2014something the company had invested in for years. The salespeople were skilled and did the right things in their own territories. The biggest growth opportunity was clear: the best practices of individual salespeople could be turned into one shared way of working. FP-Tuotteet’s own practices provided the foundation, and Voitto’s outside perspective refined it into the final model.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
\n\t\t\t\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tThe post-sale phase was already polished for us, with processes and tools in place. What was still missing was everything before the handshake. I knew what outcome I wanted, and I wanted a sales professional to help build it.<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tPekka Ojala, CEO, FP-Tuotteet Oy<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t02<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tChoosing a partner: trust was built in the very first workshop<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tThe connection with Voitto came through a trusted colleague’s recommendation. Still, the first thought was the same one many experienced leaders have: would this just be an off-the-shelf template with the client’s name swapped in?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
\n\t\t\t\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tAt first, I suspected we'd end up with ready-made templates where only the client company's name gets changed. By the first workshop at the latest, I noticed that Voitto had dug deep into how we actually work, and the approach was built concretely around our own real cases. That's what built the trust.<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tPekka Ojala<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tDoing the same work with an in-house team alone would have taken more time and cost more than doing it with a professional partner.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
\n\t\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t![\"\"](\"https:\/\/voittogroup.com\/wp-content\/uploads\/2026\/05\/8-1536x864.jpg\")
\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t03<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tWhat we did: wins and losses seen with fresh eyes<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tThe work began with interviews with management and salespeople. We mapped out the customer’s buying process and, through workshops, identified the situations in which FP-Tuotteet had won deals, and why. The turning point was a workshop where lost proposals were broken down and rebuilt: where more value could have been delivered to the customer, and how the same deal could have been won.<\/p>
The difference matters. The approach wasn’t built on assumptions about how customers were thought to buy. It was built on what had actually happened in FP-Tuotteet’s real customer situations.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
\n\t\t\t\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tWe weren't doing the wrong things\u2014we were doing the right things all along. Everyone just did them a bit differently. Voitto listened to how we worked, drew out the right elements, and refined them with their own insight into a shared approach. Out of a hundred things we did, 70 were right. Those 70 were identified, and that's what the playbook was built from.<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tPekka Ojala<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tThis is how Voitto works. We don’t bring a ready-made sales model into a company. We first find out how deals actually get won, identify the best practices, and combine them with our own experience in solution selling. From there, we build a shared way to do and manage sales\u2014so that good sales performance doesn’t depend on a handful of top individual performers.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
\n\t\t\t\t\t\n\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tVoitto's role<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t- We analyzed real won and lost customer situations to find out what actually decides a deal.<\/li>
- We combined the salespeople’s best practices with our own experience in solution selling into one shared approach.<\/li>
- We built separate playbooks for different buying processes, instead of selling everything the same way.<\/li>
- We embedded the model into weekly sales management so it became part of everyday practice.<\/li><\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t04<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t
The change: two playbooks and a focus on winnable deals<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tFP-Tuotteet’s customers don’t all follow the same buying process. Some are long processes where needs and solutions take shape gradually. Others are shorter and based on a request for proposal. Based on our findings, we built two playbooks for FP’s sales team\u2014one for each situation. At the same time, we agreed on how accounts would be managed and how time would be directed toward the deals where FP-Tuotteet creates the most value. The most important decision was to focus on the deals where FP-Tuotteet is strongest, and to spend time winning those.<\/p>
Both playbooks share the same core idea. A salesperson’s job isn’t just to present a product or submit a proposal. Their job is to understand what the customer is trying to achieve, help the customer make better decisions, and build a solution that delivers real value to the customer.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
\n\t\t\t\t\t\n\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tTraditional project sales<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t- \n\t\t\t\t\t\t\t\t\t\tSales waits for requests for proposal and reacts to them<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t
- \n\t\t\t\t\t\t\t\t\t\tEqual effort is spent on every request<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t
- \n\t\t\t\t\t\t\t\t\t\tEvery salesperson plays it their own way<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t
- \n\t\t\t\t\t\t\t\t\t\tDeals are often decided on price<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\tFP's new way of playing<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t
\n\t\t\t\t\t\t\t- \n\t\t\t\t\t\t\t\t\t\tValue delivered to the customer from the early stages of the buying process<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t
- \n\t\t\t\t\t\t\t\t\t\tWinnable deals are chosen, and time is focused on them<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t
- \n\t\t\t\t\t\t\t\t\t\tDedicated playbooks for long and short buying processes<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t
- \n\t\t\t\t\t\t\t\t\t\tThe customer gets the solution that best fits their project\u2014deals aren't decided on price alone<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t
The change is already visible day to day. FP-Tuotteet is now involved more often in the early stages of the customer’s buying process and gets a say in the conversation before the solution is effectively locked in. A recent example is a school project in the Helsinki metropolitan area, where the client knew from the start that they wanted FP-Tuotteet’s solutions. Because the groundwork had been done carefully, the client chose the solution based on how well it met the project’s needs. As a result, the project got a product that works reliably in use, with no surprises.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
\n\t\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t![\"\"](\"https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/08\/29-1536x864.jpg\")
\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t
We helped FP-Tuotteet turn the work of skilled salespeople into a shared solution-selling approach. Once the new way of working became part of everyday sales practice and management, orders grew by 18% during a market downturn.<\/em><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t Growth in orders over 12 months<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t More orders than in the previous 12 months<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t The whole team on board with growth\u2014no cutbacks during the downturn<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t CEO recommends Voitto<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t At FP-Tuotteet, delivery was already running smoothly and the salespeople were skilled. The next opportunity for growth was to create a shared approach to solution-focused selling. We built it on FP’s own strengths: sales playbooks and weekly management routines. Within a year, orders turned into 18% growth in a challenging market.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t When the market slows down, the first reaction is often to do more: more outreach, more proposals, more selling. FP-Tuotteet went in a different direction.<\/p> FP-Tuotteet is a leading Finnish manufacturer and supplier of space-division solutions. Its movable walls and glass partitions divide spaces in hundreds of schools, offices, and public buildings across Finland. The company had extensive experience, strong customer expertise, and skilled salespeople. The opportunity for growth lay in turning the individual efforts of skilled salespeople into a shared approach to solution-focused selling\u2014one that delivers value to the customer throughout the entire buying process, not just once a request for proposal is already on the table.<\/p> In project sales, there is one rule that never bends: the deal is often decided early in the buying process<\/em>. Whoever delivers value to the customer while direction is still being chosen plays by their own rules. Everyone else competes on price.<\/p> This is the story of how that was done\u2014and why the most important change ultimately wasn’t the playbook itself, but the way it was managed. A playbook means a shared, documented way of working: what gets done, in what order, and by whom.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t At FP-Tuotteet, the post-order phase was already in good shape. Once an order was placed, a clear process reliably carried the project to completion\u2014something the company had invested in for years. The salespeople were skilled and did the right things in their own territories. The biggest growth opportunity was clear: the best practices of individual salespeople could be turned into one shared way of working. FP-Tuotteet’s own practices provided the foundation, and Voitto’s outside perspective refined it into the final model.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t The connection with Voitto came through a trusted colleague’s recommendation. Still, the first thought was the same one many experienced leaders have: would this just be an off-the-shelf template with the client’s name swapped in?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t Doing the same work with an in-house team alone would have taken more time and cost more than doing it with a professional partner.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t The work began with interviews with management and salespeople. We mapped out the customer’s buying process and, through workshops, identified the situations in which FP-Tuotteet had won deals, and why. The turning point was a workshop where lost proposals were broken down and rebuilt: where more value could have been delivered to the customer, and how the same deal could have been won.<\/p> The difference matters. The approach wasn’t built on assumptions about how customers were thought to buy. It was built on what had actually happened in FP-Tuotteet’s real customer situations.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t This is how Voitto works. We don’t bring a ready-made sales model into a company. We first find out how deals actually get won, identify the best practices, and combine them with our own experience in solution selling. From there, we build a shared way to do and manage sales\u2014so that good sales performance doesn’t depend on a handful of top individual performers.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t FP-Tuotteet’s customers don’t all follow the same buying process. Some are long processes where needs and solutions take shape gradually. Others are shorter and based on a request for proposal. Based on our findings, we built two playbooks for FP’s sales team\u2014one for each situation. At the same time, we agreed on how accounts would be managed and how time would be directed toward the deals where FP-Tuotteet creates the most value. The most important decision was to focus on the deals where FP-Tuotteet is strongest, and to spend time winning those.<\/p> Both playbooks share the same core idea. A salesperson’s job isn’t just to present a product or submit a proposal. Their job is to understand what the customer is trying to achieve, help the customer make better decisions, and build a solution that delivers real value to the customer.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t The change is already visible day to day. FP-Tuotteet is now involved more often in the early stages of the customer’s buying process and gets a say in the conversation before the solution is effectively locked in. A recent example is a school project in the Helsinki metropolitan area, where the client knew from the start that they wanted FP-Tuotteet’s solutions. Because the groundwork had been done carefully, the client chose the solution based on how well it met the project’s needs. As a result, the project got a product that works reliably in use, with no surprises.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t+18%<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
+\u20ac1.4M<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
100 %<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
10\/10<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
Starting point: strong delivery, and the next opportunity for growth<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
The post-sale phase was already polished for us, with processes and tools in place. What was still missing was everything before the handshake. I knew what outcome I wanted, and I wanted a sales professional to help build it.<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
Choosing a partner: trust was built in the very first workshop<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
At first, I suspected we'd end up with ready-made templates where only the client company's name gets changed. By the first workshop at the latest, I noticed that Voitto had dug deep into how we actually work, and the approach was built concretely around our own real cases. That's what built the trust.<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\tWhat we did: wins and losses seen with fresh eyes<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
We weren't doing the wrong things\u2014we were doing the right things all along. Everyone just did them a bit differently. Voitto listened to how we worked, drew out the right elements, and refined them with their own insight into a shared approach. Out of a hundred things we did, 70 were right. Those 70 were identified, and that's what the playbook was built from.<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
Voitto's role<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
The change: two playbooks and a focus on winnable deals<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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