Testimonials
Case Studies
Marketing Category
Problem:
A Marketing organization was struggling with their sales people and their efforts. There was a lack of motivation and little consistency in their approach to prospecting and selling their services. The organization’s sales manager was continually frustrated because he didn’t have the proper tools to help his team achieve their goals. After fully evaluating the organization’s hiring, on-boarding and sales process, we found that there were few specific policies set or processes in place. They were essentially “steering the ship without any navigation.”
Solution:
Once completing a full evaluation of the organization, we were able to properly assess and evaluate their team in order to determine a course of immediate action. Everyone needed to understand and follow the same message and set of selling principles. By having a more clear, contemporary and relevant process for sales, the team was able to implement and see almost immediate results. In addition, the manager was given the tools and direction he needed to properly motivate and coach the team to a successful outcome.
Result:
After only two months of working with the team, they had achieved their highest numbers since the organization’s inception. They had a set process for handling all prospects and walking them through a buying decision. The manager’s sales team had dramatically improved as we were able to move out the unmotivated and unmanageable individuals. Once our processes and policies were taught, practiced and put into use, the organization was able to move forward with a strong GPS system oriented towards achieving their goals.
Professional Services Category
Problem:
For the past five years, this Law Firm had been flat lining with their sales. Without knowing why this was happening or how to fix it. Sales Results, Inc. was brought in to conduct an evaluation of their team and processes. Once our evaluation was completed, we laid out the issues and their consequences to the organization’s CEO to review with us. Though there had been training done in the past, it had been more of a “rah-rah” session versus a structured process and common language for everyone on the team to follow.
Solution:
We conducted two-half day training and coaching sessions, followed up with ongoing training and coaching for six months. We believe in following the three “P’s” in coaching; planning, process and performance. Through a combination of executing systems and reinforcement through de-briefing and role playing, we were able to help each participant to internalize a better way of developing more sales. Having and executing a realistic and doable plan is always the best way to get results for any manager or sales team.
Results:
Though there was some initial pushback from both management and sales, we were able to validate our process by not only coaching, but actually demonstrating to the team how the program works to improve sales. Once key players on the team began executing our strategies, the other members caught on and made the switch over to a more relevant and predictable process. The team never looked back after that and went on to produce record sales year after year.
