Customer: California based medical device organization
Challenge:
Newly hired ″green″ sales individuals who lacked solid business experience and executive coaching to two new managers that were recently promoted amongst their peers.
Objective:
Two part objectives, the first was to develop an interactive, role playing model for the new sales individuals and work along side of each to maximize their phone skills and opportunities to get appointments. We worked on ″Overcoming Objectives″, ″Building Credibility early in the game″, ″Prospecting Effectively″ and ″Communication Techniques″. Each of these training topics were written and customized specifically for this client′s challenges.
The second part was working with their 2 managers who once were working along side their peers and now are managing them. We covered management training such as: ″Delivery and Take-Out″, ″Account Strategy Planning″, Sales Forecast/Pipeline Management, Performance Management and ″Successfully leading from the front″.
Method of Training
This client preferred 2 forms of training. Hourly 1:1 assessment and coaching with the Managers and 3 of the 12 sales individuals. They also asked for a 5 day workshop in which we broke into 2 weeks to stretch the training into a more comprehensive process.
Outcome and Results:
The client identified 2 individuals on the sales team that were not performing with the rest of the team and thus, were able to implement a performance improvement plan to assist them. The client saw an increase in the volume of outbound calls and appointments set almost immediately from implementation. Sales individuals were more comfortable on the phone and on in-person calls in handling objections and negotiations. The managers and the sales team were struggling with account planning and certain types of communication. They greatly benefited from these 2 trainings and were able to put to work the principles they learned in their 2 week workshop. Since the training, the managers have been able to hire and effectively train new individuals joining the team that are ramping up quicker than in the past. The biggest method of measurement is an increase in revenue or sales booked. Since the training with Master Advantage , this client has seen a 32% increase in the sale of one of their key medical device units, a 45% increase in outbound sales calls made by their team and are currently setting in-person appointments at the ratio of 1:5 (1 appointment for every 5 calls made).
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