Case Study: BUILDING SUPPLIES
Initial Situation
A Building Supply organisation with a wide range of commodity products wished to develop and sell a range of decorative products with a higher gross margin. The current sales force was used to Package Selling and had little experience in Specification Selling. Their current specification conversion rate was 23%.
The Training Approach
A Specification Sales Guide was developed. A Project Tracking System was established. Key Account Plans were established for major end users such as Retail Groups and for major fabricators such as National Shopfitters.
Training Outcomes
The salesperson now follows the Specification Process to the conclusion of the Sale with the fabricator (end user). The current specification conversion rate is now 47% which represents a large sales growth in terms of construction dollars.
Case Study: ENGINEERED BUILDING PRODUCTS
Initial Situation
A Multi-National Sales organisation wished to develop its existing sales team and culture to achieve a very ambitious sales growth target over the next two years.
The Training Approach
A Relationship Selling Guide was developed. All Sales Managers were trained in the use of The Guide and the development of Case Studies for training purposes. A Sales Induction Programme was developed. A Sales Application Guide was developed for use by the Product Mangers. Assistance was given in Sales Force Recruitment. In Field Sales Training and Field Audits were conducted.
Training Outcomes
National sales turnover has doubled in a two year period. The quality of sales results/business has greatly improved. The level of product knowledge and competitor knowledge is much stronger. The Sales Managers are more strategic in their thinking and planning. Sales and Marketing organisations are more effectively integrated.
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