The President of Drake International called looking for a program to help him increase his sales revenue. Their business had been flat for many years. After discussions with he and his sales VP we created a program for their Canadian Sales team.
We interviewed sales reps and sales leaders across the country. We came to realize that they had regional sales challenges, they had no formal sales process that was being monitored and there was a need for some sales education as 70% of the team were new to the organization. They also were unsure of the value they provided their customers. Once we understood these issues we created a day and a half training program. The first day was the half- day spent with the sales leaders for the region we were in. We spent the afternoon on the strategy for their region and the target markets they were to go after. The next day we had the sales teams and the leaders together. We created strategies for each of their top three accounts and markets. We created a value proposition process and how to best present their value to a customer. We taught them how to deal with the objections they were getting.
Once we completed the cross-country sessions we spent 6 months working with the sales leaders and the management and revenue generation they were working on. We dealt one on one with specific sales people and managed conference calls with the sales reps and the sales leaders.
The result was that we created the best sales results the company had seen in over 10 years. The organization that year exceeded their targets in all regions and two particular regions were more than 200% of their plans.
Author: Bill Sayers
Bill has been praised for his leadership, common-sense approach and ability to inspire sales people to new levels of success. His easy manner and strong public-speaking skills make him an engaging facilitator. Bill connects with senior executives and sales professionals alike, as he shares his real-life experiences and provides the appropriate tools and strategies for success in today’s business world.