Our client was a national wholesale distribution company that had grown aggressively through acquisition. The sales force, therefore, had a wide variety of previous training, differing sales processes and widely varying sales behaviors. The company wanted to establish a universal set of behaviors and expectations, to take their sales people's performance up a notch, and to prepare the sales force to sell more sophisticated offerings.

We first phone interviewed each of four regional directors as well as several other people who were close to the sales force. A number of our "Sales Behaviors Strengths & Weaknesses" assessment forms were completed, and the results compiled into a profile of the sales force.

Using this information, we then created a solution that consisted of ¾ day of live seminars in each of four regional locations. In addition, there were several hours of training built around some of our videos. That component was facilitated by one of our client’s staff. We also developed and presented a special session for the branch managers at each of the four regional meetings. The branch manger session was designed to instill in them a set of expectations for the sales force as well as some of our proprietary methods for following up and reinforcing the behaviors taught in the seminars.

The solution was, then, a combination of live sessions, video sessions, and branch manager training which addressed the client’s issues, adjusted to the client’s unique situation, and fit within the client’s budget.

The Results? From a letter of recommendation by the client...

"The seminars were an overwhelming success: Both salespeople and branch managers universally reported gaining good, practical ideas that they could implement immediately. Dave’s presentation style is engaging and motivating, and his content will make a difference in the performance of the attendees."