Please enter a search term to begin your search.
Success Stories
- Creating a Uniform Culture
- Driving Organizational Focus on the Right Customer
- Driving Revenue Through Referrals
- Establishing Differentiation Through a Distributor Sales Force
- Executing a New Sales Strategy
- Helping a Client Quickly Turn an Existing Program into Sustainable Action and Results
- Increasing New-Hire Productivity
- Instilling a Winning, Competitive Attitude in the Sales Force
- One-on-One Coaching to Breakthrough Results
- Providing Practical Tools for Sales Management in a Changing Marketplace
- Raising the Bar on Performance
- Results Soar for 700-Agent Call Center
Instilling a Winning, Competitive Attitude in the Sales Force
Industry:
Rebate Fulfillment – Consumer Promotion Marketing
Situation:
For years, this company enjoyed a virtual monopoly. Yet, now it was under fire from a new set of competitors. The competition claimed to be quicker, less expensive, and of equal quality. The organization’s sales force found itself unprepared for an extremely competitive situation. Significant bids, customers, and market share were being lost.
Analysis:
The challenge was to transform the existing sales force from one accustomed to winning by reputation and name recognition to one that could succeed in a competitive environment.
Execution:
Business Efficacy’s mission was two-fold. First, define the high-impact competitive skills and activities necessary to remain the industry leader in the face of the new, heated competition. Second, develop the organization’s salespeople on these skills through two interactive workshops designed to help them learn, understand, and buy into the concept of competitive selling and what it looked like in execution. This involved learning how to:
- Identify customer needs
- Position true value of benefits in the face of the customer needs
- Ethically trap the competition
- Understand and develop competitive sales strategies
Each workshop focused on learning new skills and helping each salesperson connect to their products, customers, and internal processes. The design targeted the reality of the role and involved actual client case studies, “Real Play” scenarios, and planning exercises.
The first workshop concentrated on gaining understanding, generating buy-in, and applying the new activities in current customer situations. Specific measurable objectives were put in place to ensure participation, build confidence and help each salesperson experience success. The second workshop was designed to increase business growth by applying the new, learned competitive selling skills to new customers, complete with new situations.
The critical success factors of the program were:
- The complete focus on the high-impact activities the organization needed to effectively execute.
- Application directly tailored to the organization’s specific situation. It was their market, their competitors, their clients, and their goals.
- Forced execution of skills against their current competitors, against actual goals.
Impact:
100% of the sales force either saved a deal or won a deal they didn’t think possible by executing the newly learned competitive selling techniques.