- Solutions
Capabilities
Transform Your Team to Drive Results & Achieve Sustainable Business Outcomes
- Results
Driving Concrete Business Outcomes through Lasting Performance
- Resources
Resources
Gain Expert Insights for Advancing Team Excellence and Achieving Results
- Events
Access Strategic Insights at Our Exclusive Events to Enhance Performance
- About Us
Cultivating a Network of Trusted Advisors to Drive Meaningful Outcomes
- Contact Us
Case Study
Business Issue
A series of acquisitions brought together multiple global engineering companies, each with different specialties, systems, and sales languages. This created internal communication challenges, as multiple divisions were often involved from project start to finish—placing additional stress on already overextended project managers.
In a highly competitive and commoditized market, the organization needed a common sales framework that unified diverse teams, ensured consistency, and still allowed flexibility for entrepreneurial differences.
Industry Industrial Engineering
Category Sales
Product Counselor
Solution Summary
Partnering with the Strategic Enhancement Group, a Wilson Learning representative, the company adopted the Counselor Salesperson methodology, supported by executive sponsorship and a structured implementation plan.
- Strategic Alignment: Discovery sessions with business unit leaders and executive workshops ensured a clear link between the training initiative and the business imperative of selling value and optimizing pricing.
- Communication Plan: Facilitator-led webcasts and a structured internal communication campaign prepared participants, clarified expectations, and generated buy-in. A “success story” platform on the intranet further reinforced wins and cross-division collaboration.
- Coaching and Reinforcement: The Learning Advantage platform provided ongoing reinforcement through scheduled nudges, online resources, and planning tools, ensuring a consistent learning experience.
- A Manager’s Coaching Playbook supported leaders in guiding their teams, creating accountability for sustained behavior change.
Outcomes
Within the first wave, the participants generated nearly 1/3 more new business than expected.
An additional 2/3 growth in business opportunities compared to baseline results.
Improved collaboration across divisions & stronger value-based client relationships.
Behaviors that showed the greatest level of change:-
The participants were able to:
- Project managers now adopt a value-focused consultative approach rather than competing on price.
- Teams demonstrate greater collaboration across business units, reducing internal communication breakdowns.
- Sales conversations consistently follow a structured, customer-centered framework that aligns with company strategy.
- Managers actively coach and reinforce consultative behaviors, ensuring long-term adoption.
