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Case Study
Business Issue
A leading crop protection organization was interested in developing its sales teams in Growth Mindset, Decision Making, Courage in Selling, and Commercial Thinking. This development initiative aimed to enhance the sales team’s effectiveness. Given the organization’s ambitious growth goals, this development plan was expected to support the objectives and ensure the sales team was equipped with the necessary skills.
Industry Agriculture
Category Sales
Product Counselor
Solution Summary
The solution proposed by Wilson Learning entailed developing participants proficient in problem-solving approaches to address clients’ business issues effectively. Through targeted training, participants learned to identify and capitalize on business opportunities while fostering stronger client relationships.
The program also equipped the participants with strategies to navigate and address client objections. By enhancing problem-solving skills, creating business opportunities, and adeptly handling objections, participants are empowered to provide value-added solutions that meet client needs, ultimately driving business growth and enhancing client satisfaction.
Participants also gained insights into effective communication techniques to articulate solutions persuasively and build stakeholder consensus. Additionally, the program emphasized the importance of adaptability, enabling participants to tailor their approaches to various client contexts and preferences.
Outcomes
The group of participants reported:
97% agreed that applying the skills on the job was easy.
96% agree that focusing on the opportunities with a higher chance of success leads to winning more deals.
96% agreed that they “can calculate the total value of an opportunity for the organization”.
Behaviors that showed the greatest level of change:-
Participants were able to use the new skills and:
- discover all of the elements of how my dealer/retailer/farmer defines value (in terms of both price and performance).
- determine the importance and value of the purchase decision to the dealer/retailer/farmer and their business.
- make an appropriate go/no-go decision based on an analysis of the opportunity.
81% of participants indicated a
significant change in their behavior post-training.
Resources Implemented For Success
