BUSINESS ISSUE

Converting “product experts” to “product and sales experts” was an indispensable next step for this New Zealand-based aviation tracking hardware and software provider. Salespeople had relied on their product knowledge and previous experience as a pilot or in other aviation-related roles. Organizational maturity and growth necessitated that their deep product knowledge be enhanced with consultative selling skills to better engage with C-suite buyers, conduct comprehensive discovery, progress larger and more complex opportunities, and demonstrate value.

SOLUTION

A value-based consultative sales methodology, expert coaching, and top-down messaging from the organization’s CEO equipped the salesforce with game-changing selling skills and tools that have increased wins and revenue.

The rollout initially included in-person workshops. Due to COVID-19 and social distancing, implementation shifted to a hybrid learning experience. Engaging in an online delivery platform, salespeople built new skills over time with practice, application challenges, peer discussions, and direct coaching. Virtual sessions launched the learning journey, tied everything together, and provided another support layer.

OUTCOMES

BEHAVIORS THAT SHOWED THE GREATEST LEVEL OF CHANGE:-

Participants showed:

LEARN MORE

Services :- Customization Services, Impact Evaluation, Learning Journeys

Content :- The Counselor Salesperson ™