What customers say about us:

“We  cooperated with Mr Arvi Heinloo for about a year. During this time Arvi helped us to create and implement different processes how to understand our workflows and make them more efficient. We used Brown Paper method recommended by Arvi. He got to know our organization and our needs and was a good consultant/motivator for all the different teams. This method was very suitable for what we needed to do and we have used it since individually based on this experience acquired when working with Arvi.”
Juhan Anupõld | Head of Research and Development at Estonian Tourist Board | Enterprise Estonia
“The first thing that comes to mind with Change Management OÜ, is professionalism. Consultants are qualified to see the sales process as whole, take into account specificity of business area and also background of each member of a sales team. Cooperation with CM is easy. This paves the way to tailor-made solutions.“
Aare Järvelaid | Mediq Eesti OÜ | CEO
“Arvi Heinloo has been a long time competence development partner in sales, communication and leadership.  I remember the moment after the training programme, when a participant emotionally described how cool was the communication role play. In these moments you understand how important is professional  setup of training and communication between the trainer and delegates. Also you realize the value was received by participants. These are inspiring moments!“
Kadri Arraste | HRM | Volvo Estonia OÜ
"Our company´s cooperation with CM has been lasting for many years. We have been doing different projects, e.g. mapping/analyzing processes and customer feedback assessments. CM´s systematic approach with our practical experience has helped our firm to run things more efficiently."
Guido Tamm | CEO/Chairman of the board | Esvika Elekter AS
"Change Management OÜ is a liable, professional & open-minded company, easy & pleasant to cooperate with."  
Oleg Fomin | Toyota Baltic AS | Senior Training Manager
”It´s 15 years since I became familiar with the term “Sales Funnel“, but just recently the “HitRate“ training put the theory in facts and numbers, which allow you to do the real work for the first time.”
"We have been cooperating with Change Management OÜ for several years. Only encomium, so far.  We appreciate that CM understands all our needs. Each training session are customized accordingly. These aren´t just discussions. The whole idea is a continual process to develop our company."
Argo Rebane | Hansarent OÜ | Mobility Eesti OÜ / Europcar | Member of the board
"Büroomaailm has been Change Management OÜ customer for several years. Why has the cooperating with Büroomaailm lasted so long? First of all, Arvi´s ability to listen clients and to focus on right development areas. Also, CM approaches to each training delegate personally and has received positive feedback."    
Jüri Ross | AS Infotark/Büroomaailm | CEO



From expert to leader | Leadership | Leadership model development | Sales management | Web-based sales management simulation game “HitRate“ | Service management | Practical leadership | Complicated leadership situation management | Change management | Coaching | Project management | Project team management | Economical argumentation | Win-Win negotiations | Team building | Customized training for skills development
Systematic sales work | Showroom sales | Sales over the phone | Sales process mapping | Sales tools development | Sales KPI´s development | Practical sales negotiations | Sales activities analysis & planning | Web-based sales work analysis & planning simulation game “HitRate“ | Economical argumentation | Self-expression skills | Key Account Management (KAM) | Win-Win negotiations | Self-Management | Teamwork | Customized training for skills development
Customer service | Customer service standards development | Practical customer service | Phone conversation skills | Additional Sales | Customer objection handling | Teamwork | Self-Management | Customized training for skills development

Sales Management Simulation "HitRate" influences on...

Right choices
Increase of efficiency & effectiveness
Increase of turnover

“HitRate“ is a unique sales management aids for teaching practicians, which enables them to understand cause – effect relationships of sales work & helps to discover unused reserves of sales management.

“HitRate“ was created in cooperation with Tallinn University and supported by Enterprise Estonia.



The activities of the consulting and training company Change Management OÜ (CM) are aimed at improving the efficiency of the existing team of organizations.

The introduction of substantive changes is, as a rule, a long-term process during which various setbacks are experienced. CM is an external support for achieving the desired goals. CM’s competitive advantage is the readiness to offer a full service that includes:

  • cause and effect relationships analysis incl sales audit
  • defining the necessary changes
  • adapting sales strategy
  • process optimization
  • the development of a system of metrics
  • development of sales tools
  • developing practical skills in management, sales and service

All this is possible in the case of long-term and trusting cooperation. CM’s clients are both local and international companies. Thanks to an established network of consultants, we carry out cross-border projects in the Baltic states.


Arvi Heinloo
Consultant | Member of the Board
Phone: (372) 5626 0036
I help companies to optimize processes and implement needed changes using consulting, training and personal coaching.
Consultant | Member of the Board
Phone: (372) 5626 0036
I help companies to optimize processes and implement needed changes using consulting, training and personal coaching.


Change Management OÜ | | Löwenruh Ärimaja | Mustamäe tee 44, 10621 Tallinn

Reg no 11276372 | VAT no EE101072539 | IBAN: EE101010220059381016 SEB


Languages: Estonian, English, Russian