The Client:

Worldwide Financial Services Provider

The Challenge:

The client’s challenge was plain and simple: increase revenues and build the sales pipeline.

The Solution:

An initial workshop was conducted with a cross section of 20 salespeople from two domestic business groups. During the 2-day workshop, the client’s Best Sales Practices were built and documented; and a training program steeped in reinforcement and measurement was delivered.

The Results:

Eight months after the Action Selling™ workshop, the VP of Training and Quality received ”early returns” from an internal ROI Study. The results showed that since inception of Action Selling, the group “reported a $16.8M revenue increase and $10.3M in the sales pipeline, all of which is directly attributed to Action Selling.” Based on fast return on investment, the client trained the rest of their sales team in the two domestic groups, as well as the same groups overseas in London and Amsterdam.

The ROI study was updated six months later. The original group of 20 salespeople that participated in the pilot study of the Action Selling program had increase their total revenue and sales in the pipeline to more than $33M. 

The Client:

Architectural Services Provider

The Challenge:

The client wanted a defined sales process for its sales team to follow. They had difficulty trying to sell the value of an intangible service that was seen more as a luxury than a necessity.

The Solution:

A 2-day on-site Action Selling™ workshop was delivered for the sales staff creating a solid sales process and documenting the company’s Best Sales Practices. Twelve weeks of Skill Drill Modules followed, further honing the new selling skills the group had acquired.  

The Results:

In just 3 months after the Action Selling workshop was delivered, the CEO stated, “My business grew at least 20% and my (sales) team’s professionalism and sense of confidence has increased as a direct result of the Action Selling program.”

He went on to say, “Having a clear understanding of the sales process and where each sales team member scores has made management by success both focused and effective for the first time. We really do appreciate what the program brings to our equation.” 

The Client:

Financial Services Provider to the Agricultural Industry

The Challenge:

The client wanted to develop a common selling language amongst its diverse and remotely located sales force. They also wanted to educate their sales force on how to gain commitment from prospects as well as train sales managers to become coaches who reinforce positive behavior from their team members.

The Solution:

Multiple on-site Action Selling™ workshops were conducted with the sales force to link all of the groups together with an easy to understand, common selling language. The Action Selling program showed participants how to set call objectives and gain commitment at each step in the dales process. It also gave the management team the tools to be successful mentors and coaches to their sales teams.

The Results:

After the sessions were completed, the VP of Sales reflected on the Action Selling program and stated, “Thanks fro three excellent training sessions. Never having seen you in action before, we all felt we were putting our reputations on the line in front of a very tough group. At first, I thought we had to sell (the sales force) what they wanted, not what they needed in regards to training. But our instincts were right and we made a very good selection in choosing Action Selling.”

The Client:

Medical Product Manufacturer

The Challenge:

The client had one basic, yet very important goal…increase revenues. However, they also wanted to turn their salespeople into consultants in the eyes of their customers. 

The Solution:

An Action Selling™ workshop was conducted on-site, in which the sales team learned how to prepare themselves for each call by setting commitment objectives and ways to uncover their customer’s real needs rather than “feature dumping” as they previously practiced. They also learned how to prove and sell value as well as differentiate themselves, their products and their company from the competition. Twelve weeks of Skill Drill modules facilitated by sales management ensured the group’s     newly acquired skills became habit.

The Results:

The Director of Sales spoke to a Regional Sales Manager one week after the Action Selling workshop and received the following comments: “They (the sales team) have enthusiastically embraced the Action Selling course and are extremely excited with the opportunities for the coming year. They claim this program to be one of the best ever.”

The Client:

Real Estate Sales Division of a Golf Community

The Challenge:

The client needed to create and increase sales during a normally slow time of year for business. The VP of Marketing was concerned the, “We may not have a selling season this year.”

The Solution:

An on-site customized facilitation of the Action Selling™ training program was completed for the sales team, including documentation of their Best Sales Practices.

The Results:

At the conclusion of the 2-day workshop, the VP of Marketing stated, “We’ve had two other sales training program, but this one was the most relevant to our situation. You tailored it completely (to our organization) and actually documented our Best Sales Practices.”

Five months after the Action Selling process was instituted, the Vice President of the property management company, who also participated in the training stated, “Our record setting success in June and strong performance in July is in no small part a testament to our staff’s dedication to learning and practicing the Action Selling program. Each of us has grown professionally and expanded our horizons in helping clients achieve their goals. This has been one of our most successful years ever!”