Global Design and Engineering Company Increases Sales by 23%

Business Issue

A global design and engineering firm indicated the need to train level one and level two salespeople in critical areas such as prospecting, ensuring consistency in the go-to-market approach, sustaining a sense of collaboration while working in teams, having a consultative mindset, managing key stakeholders, etc. The chief objective/business motive of sales skill development was to increase sales revenue.

Solution

Wilson Learning implemented two custom programs with an impact evaluation on skills, work performance, and support for using skills on the job. The programs helped build a consultative mindset, salespeople skills, and tools for effective problem-solving approaches to customers’ business issues. In addition, manager coaching was provided to ensure optimal decisions for the right opportunities, as well as effectively manage key stakeholders in the decision-making process.

Results

Over three quarters of the participants agreed they had a better understanding of customers’ business priorities, could navigate customers’ to win more business, following the trainings.

Of the $15 million in sales made between the period of training and impact analysis, participants attributed almost $3.5 million (a 23% increase in sales) to the training programs designed by Wilson Learning.

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