Case Histories
CLIENT: Leading national bottled water company with 7 major brands
OBJECTIVE(S): Increase marketshare, revenue, close ratios,
margins, and level of customer satisfaction. Reduce the cost-of-sales
and employee turnover in the outside sales group by improving the
personal sales success rate.
SOLUTION: Developed and harmonized 3-level, blended learning
curriculums, plus facilitator’s packages, for each of the five groups
having direct responsibility for customer retention and acquisition
including national accounts, outside sales, route sales, inside sales,
and customer service totaling over 2,000 employees.
RESULTS: Achieved all objectives in less than 24 months (see
testimonials).
CLIENT: Global industrial water treatment company
OBJECTIVE(S): Customize and establish a selling methodology for
the field sales team. Customize and establish a sales management process
for field sales managers. Increase organic sales growth by 10+ percent
over current growth rate.
SOLUTION: Customized and facilitated a 2-day
Campaign Selling©
training program for the field sales force and developed an
audio-based self-study
reinforcement program that followed classroom training. Customized
and facilitated a 2-day
Direction
& Momentum© training program for all field sales managers. Provided
on-going phone and in-field consultations with sales reps and managers.
RESULTS: Exceeded revenue objective by 160% within 12 months of program
implementation (see
testimonials).
CLIENT: Leading Pacific Rim heavy truck distributor
OBJECTIVE(S): Meet established marketshare growth goals within
12-months.
SOLUTION: Customized and facilitated a 2-day
Breaking
Competitive Accounts© training program for the field sales force and
developed a
video-based self-study reinforcement program that followed classroom
training. Provided follow-up consultations with sales reps and managers.
RESULTS: Exceeded marketshare growth objective within established
timeframe (see
testimonials).