|
| 8 months after an international
financial institution introduced Action Selling™,
revenue increased by $16.8M as did the sales
pipeline by $10.3M. Both increases were directly
attributed to Action Selling. |
|
|
|
A North American electrical
distributor trained 1,250 salespeople. 776
salespeople were Certified on Action Selling.
Certified salespeople grew their sales at
twice the rate of non-certified salespeople,
while increasing margins. |
| 3 months after a national food
manufacturer implemented Action Selling, each
of their 25 salespeople added 3 new accounts
resulting in $250,000 of revenue. That lead
to an 8:1 ROI on their Action Selling training
investment. |
Click for larger
image |
CITIGROUP
The Client:
Worldwide Financial Services Provider
The Challenge:
The client’s challenge was plain and simple:
increase revenues and build the sales pipeline.
The Solution:
We conducted an initial Action Selling workshop
with a cross section of 20 salespeople from two
domestic business groups. During the 2-day workshop,
the client’s Best Sales Practices were built and
documented and a training program steeped in reinforcement
and measurement was delivered.
The Results:
Eight months after the Action Selling workshop,
the VP of Training and Quality received "early
returns" from an internal ROI study. The results
showed that
since the inception of Action Selling in
October 2001, the group "reported a $16.8M revenue
increase and $10.3M in the sales pipeline, all
of which is directly attributed to Action Selling."
Based on the fast return on investment, the client
recently trained the rest of their sales teams
in the two domestic groups, as well as the same
groups overseas in London and Amsterdam.
DJS
The Client:
Architectural Services Provider
The Challenge:
direction or a sales process to follow. Whether
it was preparing for a call, making a call or
trying to close a deal, the group was not performing.
They had difficulty trying to sell the value of
an intangible service that was seen more as a
luxury than a necessity.
The Solution:
We delivered a 2-day onsite Action Selling
workshop for the sales staff, creating a solid
sales process and documenting the company’s Best
Sales Practices. 12 weeks of Skill Drill Modules
followed, further honing the new selling skills
the group had acquired.
The Results:
In just 3 months after the Action Selling
workshop was delivered, "My business
grew by at least 20% and my [sales] team's professionalism
and sense of confidence has increased as a direct
result of the Action Selling program,"
stated the CEO. He went on to say, "Having a clear
understanding of the sales process and where each
sales team member scores has made management for
success both focused and effective for the first
time. We really do appreciate what The Sales Board
brings to our equation."
FARM CREDIT SERVICES
The Client:
Financial Services Provider to the Agricultural
Industry
The Challenge:
The client wanted to develop a common selling
language amongst its diverse and remotely located
sales force. They also wanted to educate their
sales force on how to gain commitment from prospects
as well as train sales managers to become coaches
who reinforce positive behavior from their team
members.
The Solution:
We conducted multiple on-site Action Selling
workshops with the sales force to link all
of the groups together with an easy to understand,
common selling language. The Action Selling
program showed participants how to set call
objectives and gain commitment at each step in
the sales process. Our Coaching For Sales Quality
program gave the management team the tools
to be successful mentors and coaches to their
sales teams.
The Results:
After the sessions were completed the VP of
Sales reflected on the Action Selling program
and stated, "Thanks for three excellent training
sessions. Never having seen you in action before,
we all felt we were putting our reputations on
the line in front of a very tough group. At first,
I thought we had to sell [the sales force] what
they wanted, not what they needed in regards to
training. But our instincts were right and we
made a very good selection in you and Action
Selling."
LEVEL 1
The Client:
Medical Products Manufacturer
The Challenge:
The client had one basic, yet very important
goal: increase revenues. However, they also wanted
to turn their salespeople into true consultants
in the eyes of their customers.
The Solution
We conducted an on-site Action Selling workshop
in which the sales team learned how to prepare
themselves for each call by setting commitment
objectives and ways to uncover their customer’s
real needs rather than "feature dumping" as they
had previously practiced. They also learned ways
to prove and sell value as well as differentiate
themselves, their products and their company from
the competition. 12 weeks of Skill Drills facilitated
by sales management ensured the group’s newly
acquired skills
became habit.
The Results:
The Director of Sales spoke to a Regional
Manager one week after the Action Selling workshop
and received the following comments: "They [the
sales team] have enthusiastically embraced the
Action Selling course and are extremely
excited with the opportunities for 2003. They
claim this program to be one of the best ever."
"The value of Action Selling is showing
itself in their day-to-day calls. They all had
multiple successes as a result of setting commitment
objectives for each call. They used the [Action
Selling] steps required to gain the information
needed to move from one goal commitment to another.
They’ve seen a [positive] difference in the customers’
response to themselves."
SUPERSTITION MOUNTAIN:
GOLF & COUNTRY CLUB
The Client:
Real Estate Sales Division of a Golf Community
The Challenge:
The client needed to create and increase sales
during a normally slow time of year for business.
The VP of Marketing was concerned that, "We may
not have a selling season this year."
The Solution:
We delivered an on-site customized facilitation
of the Action Selling Training Program
forthe entire sales team, including documentation
of their Best Sales Practices.
The Results:
At the conclusion of the 2-day workshop, the
VP of Marketing stated, "We’ve had many other
sales training programs, but this one was the
most relevant to our situation. We tailored it
completely [to our organization] and actually
documented our Best Sales Practices." Five months
after the Action Selling process was instituted,
the General Manager of the resort, who also participated
in the training stated, "Our record setting success
in June and strong performance in July is in no
small part a testament to our staff’s dedication
to learning and practicing the Action Selling
program
for more details
or to get started NOW!
|
