A leading provider of commercial and residential roofing to the North American building industry wanted to increase their revenues through an enhanced customer experience. The organization needed a customized sales methodology to achieve desired results. The salespeople of the organization were required to develop skills that would help the organization boost sales organically and strengthen partnerships with customers.
Key objectives identified were:
- Engaging in value-based conversations with customers
- Strengthen existing partnerships
- Develop skills to drive organic sales growth and support solution selling
The main objective of the solution offered was to develop skills to drive organic sales growth and support solution selling while enhancing customer relationships. The solution was also aimed at implementing an enterprise-wide value-based consultative selling methodology. Wilson Learning conducted a customized, in-person Professional Selling workshop, in which participants from across three regions (North, South, and West) participated. Professional Selling workshops helped promote the actual application of the skills on the job/projects and impacted the participants’ overall work performance. An Impact Evaluation survey provided quantified data, documenting essential data for future planning.
The group of participants who reported a sales opportunity attributed