PROBLEM/OPPORTUNITY
This company is committed to finding better ways to help their clients succeed and improve their sales revenues. As a public company, growth and profitability are key objectives for driving shareholder return.
To meet their goals, this company identified several areas they wanted to improve. Issues included:
- Creating a world-class selling methodology that is not “sales-y.”
- Using a systematic and systemic sales methodology and process.
- Differentiating themselves in an increasingly competitive environment.
- Winning business in the short and long term with better selling expertise.
- Increasing revenue per partner and in total for the organization.
- Decreasing the cost of winning new business and optimizing business development resources.
- Preserving profit margins.
SOLUTION
The Sales Performance Group (SPG) partnered with this firm to train, consult, and coach with their leadership and partners around the Helping Clients Succeed™ sales methodology and process.
BUSINESS RESULTS
Through a research study conducted by the Jack Phillips Group, this company achieved the following as a result of their work with SPG:
- Individual partner annual revenue gains ranged from $737,000 to $3.1 million.
- 18% growth per partner achieved overall. Some partners reported 75% growth.
- Partners rated their new sales methodology a 9.5 on a 10 scale.
- Partners reported a 56% increase in their ability to eliminate discount due to their new abilities to create compelling business cases that clearly prove value.
- 51% improvement of 8 key skills directly related to optimizing business development funds.
