Sales Methodology Unites Global Sales Team and Drives Double-Digit Revenue Growth

Business Issue:

A global industrial engineering company set the target to achieve an above-market growth rate every year, yet recognized they had not invested in sales development for many years. As a result, the organization’s salesforce lacked structure and needed to gain a stronger skill set for the organization to differentiate from the competition and win new business. It was essential for product-savvy salespeople to shift to a customer-focused problem-solving sales approach and develop versatile communication skills, while sales leaders needed to drive the sales team to improved performance levels to meet the organization’s increased revenue targets.

Solution:

Working closely with the organization, Wilson Learning implemented targeted salesperson and sales leader learning journeys designed to embed desired behavioral changes and reach the organization’s goals. The salesforce benefited from a common consultative sales methodology and versatile communication skills that strengthened their abilities to work with their customers’ key decision-makers and solve business problems. Sales leaders acquired coaching and leadership skills specific to reinforcing the methodology.

Outcome:

• As stated by a regional sales manager, “Our sales team is multi-location, multi-language, and multicultural! It was impossible to aim for organizational excellence without a framework for developing people individually and as a team.”
• Double-digit revenue growth was attributed to The Counselor Salesperson™.
• The organization realized an increase in sales profitability along with a decrease in cost of sales.
• Salespeople better qualified opportunities and focused on winning the right business for long-term profitability.
• The cost of the sales development program was recovered within three months.
• Salespeople gained sales methodology tools for immediate on-the-job use.

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