PROBLEM/OPPORTUNITY
This major IT company was losing approximately $100,000,000 in revenues annually. At the same time, the company set a goal to grow at a rate of $500,000,000 over the next 4 years. When the EVP of Sales assessed the shortfall, the problem was identified: their selling approach wasn’t working. The sales force was approaching clients as product pushers rather than focusing on the clients’ needs and developing solutions that exactly meet those needs.
Based on this analysis, the company determined it was critical to transform their sales organization and move their sales professionals from product pushers to trusted business advisors who help clients succeed.
SOLUTION
The Sales Performance Group created a customized sales transformation model that addressed this client’s leadership, sales force, systems, and processes. The initial consultative sales methodology and tools training was so well received that the sales leaders wanted to coach and model the new selling behaviors to sustain the changes in business approaches. The sales leaders became individually engaged with the processes and tools, and they have become the “go-to” people to accelerate closing business.
The solution included:- Training and coaching for sales leaders and sales forces on the Helping Clients Succeed™ sales methodology, skills, and tool-sets.
- Certifying sales leaders to coach their own sales force and to accelerate results by doing field work with teams.
- Coaching regional sales VPs on specific accounts they are pursuing.
- Coaching regional sales VPs weekly for six months to help them install best practices and tools, followed by coaching twice a month.
- Establishing new operating mechanisms and tools for integration within the existing CRM system.
- Integrating SPG’s sales approach into sales strategies and tactics.
- Participating in the client’s national sales meeting.
- Incorporating SPG’s sales methodology training into the client’s new-hire training program.
BUSINESS RESULTS
By implementing SPG’s sales training, consulting, and coaching throughout the sales organization and by working directly with the sales leaders to help them coach their teams to success, this company increased sales by 10-15% over the past 4 years, which is significant considering the difficulties facing the IT industry. They are still on target to reach their growth rate goals.
This client continues to be actively engaged in a partnership with the Sales Performance Group.
