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Case Study
Business Issue
This investment and insurance company sought to implement a problem-solving approach to address their customers’ business and life issues. With a reorganization and a change in strategy, they desired to equip sales leaders with a common language and framework to ensure cohesiveness and alignment. The company also needed to support the organization’s strategic objective and commitment to developing a high-performing salesforce to improve employee retention, increase performance, develop consistency in messaging and sales actions, and differentiate itself in the marketplace.
Industry BFSI (Banking)
Category Sales
Product Counselor
Solution Summary
A consultative sales methodology based on adopting a problem-solving mindset elevated selling skills across all sales leaders. A unique implementation plan began with an executive overview to secure senior leadership buy-in. This was followed by a large-scale kick-off session to preview the sales methodology, pique interest, and build excitement for the upcoming sessions.
The methodology was delivered in 10 virtual 90-minute sessions over 9 weeks to accommodate busy schedules. Tailored content, including customer-specific examples and language, ensured the learning was highly relevant to the industry and organization. Learning sessions were followed by expert coaching and extensive use of a digital collaborative learning platform for on-the-job skill application to ensure results.
Outcomes
The group of participants reported sales opportunities attributed:
- In 3 months, post-training, salespeople attributed over 120% in sales.
- 96% of participants found it easy to apply the skills on the job.
- 90% agreed that their "client discovery is more accurate and complete.
- 85% were "better prepared to address clients' issues & questions.
Behaviors that showed the greatest level of change:
- Establish a greater trust with customers faster, leading to stronger business relationships.
- Both short-term and long-term customer satisfaction increased through consistent, win-win interactions.
- Identify and articulate customer business needs more accurately and thoroughly using consultative problem-solving.
- Be better equipped to handle objections, allowing them to focus on aligning their solution with the customer’s business needs and ultimately gain more accepted proposals and closed deals.
Salespeople attributed over 120% in sales as a result of
The Counselor Salesperson™.
