Velux way to conquer remote selling

Navigating Covid-19 challenges and focusing on key objectives

The VELUX Group has been enhancing living environments worldwide for over 75 years by providing roof windows and skylights. With manufacturing and sales in over 40 countries, it is a leading brand in the building industry. But, all of a sudden, VELUX needed to face the challenges that Covid-19 brought, and the focus was mainly on three goals.

The client says:

“I am truly impressed how fast Mercuri was able to help us scope and deliver a 100% virtual sales training platform during the C19 crisis for our Central and Eastern European team. We can really see it has improved our virtual sales processes and given our people a much-needed motivation boost during this difficult period.”

Marko Sladoje, Managing Director, Central and Eastern Europe

The challenge

VELUX encountered new challenges during the COVID-19 crisis and had to adjust to maintain competitiveness and efficiency. They identified three remote business challenges: enhancing remote selling, identifying new remote sales management practices, and maintaining staff motivation and people management during the crisis.

The objective

The solution

A 100% virtual training program for our sales forces was built and delivered. Also, a series of three webinars for Sales Management was implemented to share best practice and discuss the implementation of new ways of working now and in the future.

The solution

The result

After collaborating with Mercuri International, VELUX experienced both immediate effects as well as long term benefits from the programme. Improved sales meetings and sales team motivation, as well as a broader perspective on how to do business virtually were some of the results.


The webinars have helped introduce a mindset
change in the regional management team,
which will form an essential link to the long-term
digital strategy and our sales planning in the
post crisis environment.



We care about your sales. If you want to know more about how we can help you, please contact us.