CASE STUDY #2 - Sales Team training & coaching
Results / Case Study 2
A national Reseller with sales team of 25, spread across three branches in Sydney, Melbourne and Brisbane were traditionally relationship-based Account Managers. The business needed the sales team to move up the value chain. This included1) engaging customer senior management2) proactively offering a solution based on researched customer problems3) validating customer commitment, before producing a quotation ‘price request’4) justifying solution value rather than meeting price requests.
Organised SOUTIONS sales training was carried out in all three locations including all account manager plus developing inside salespeople. The objective being to gain insights into the mind of their customers, how to better influence & engagement, qualify & validate strategies and then negotiate and close based on defined customer behaviours.
The training also included “de-coding” live difficult customer situations and developing alternate sales strategies to change the outcome. In week following the training course, one of the salespeople, who’d been unable to close their large customer order, sent a short email
“Tried new sales strategy and got order on Friday. Too easy!”
Following the 1 day training course, each of the sales team were provided a 3 month sales coaching program where they spent 1:1 sessions with our experienced Sales Coach who, based on management assessment and an in-depth sales coaching questionnaire was able to focus on key adjustments to their selling skills, success roadblocks and overall sales performance.
After the training a salesperson was questioning whether they could make the necessary changes in their sales approach. After the coaching program she’d achieved the highest producing Managed Services sales rep status in the business. She attributed a large part of this success to the sales training and coaching program.
A 2nd salesperson, working in a new territory yet despite plenty of effort had not achieved their sales target over the past 3 quarters. Taking on a newly modified sales strategy, their next quarter resulted in 100+% target achievement.
The Sales Manager had been under a lot of pressure to manage a large team resulting in an overly frustrated reaction to his normally relaxed style. Our sales leadership coaching defined how he could adjust how he managed his team by selected better times for when and how he got involved. The result was a balanced management style and improved life-work outcome for the sales manager. The sales team improved their proactiveness and accountability for forecasts, solving issues and managing their territories resulting in a more efficient and effective sales team.
Following the sales training and coaching the Sales team hit their annual target number.
Organised SOUTIONS sales training was carried out in all three locations including all account manager plus developing inside salespeople. The objective being to gain insights into the mind of their customers, how to better influence & engagement, qualify & validate strategies and then negotiate and close based on defined customer behaviours.
The training also included “de-coding” live difficult customer situations and developing alternate sales strategies to change the outcome. In week following the training course, one of the salespeople, who’d been unable to close their large customer order, sent a short email
“Tried new sales strategy and got order on Friday. Too easy!”
Following the 1 day training course, each of the sales team were provided a 3 month sales coaching program where they spent 1:1 sessions with our experienced Sales Coach who, based on management assessment and an in-depth sales coaching questionnaire was able to focus on key adjustments to their selling skills, success roadblocks and overall sales performance.
After the training a salesperson was questioning whether they could make the necessary changes in their sales approach. After the coaching program she’d achieved the highest producing Managed Services sales rep status in the business. She attributed a large part of this success to the sales training and coaching program.
A 2nd salesperson, working in a new territory yet despite plenty of effort had not achieved their sales target over the past 3 quarters. Taking on a newly modified sales strategy, their next quarter resulted in 100+% target achievement.
The Sales Manager had been under a lot of pressure to manage a large team resulting in an overly frustrated reaction to his normally relaxed style. Our sales leadership coaching defined how he could adjust how he managed his team by selected better times for when and how he got involved. The result was a balanced management style and improved life-work outcome for the sales manager. The sales team improved their proactiveness and accountability for forecasts, solving issues and managing their territories resulting in a more efficient and effective sales team.
Following the sales training and coaching the Sales team hit their annual target number.