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Case Study |
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Our client is a large regional petroleum products supplier. The company operates service stations and has a significant wholesale business. We were asked to review their sales efforts in the wholesale business and create a more organized, effective approach.
We first did our "Sales System Analysis" and made a series of recommendations. The client elected to contract with us to implement those recommendations. Over a period of several months, we:
- Worked with the IT department to create the necessary reports in order to measure sales behaviors.
- Created a new job description for field salespeople.
- Created a new compensation plan for the field salespeople.
- Created a sales management system, and then trained the respective branch managers in the use of that system.
- Developed a process for recruiting, interviewing, and hiring sales people.
- Implemented that process, and assisted the client in hiring 7 new sales people.
- Created a unique sales training program consisting of a combination of our
- self-study sales certification program
- live monthly training sessions
- Up-a-Notch™ video training kits.
- Worked with the client to develop and implement a "prime vendor" program.
The net result?
"The results have exceeded everyone’s expectations. In the first full year, the program has been responsible for generating $5,000,000 in new sales and acquiring 658 new customers."
From the client's letter of recommendation
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