North American Fence Manufacturer Boosted Revenue by 38% with Consultative Selling Approach

Sales professionals completed Wilson Learning’s The Counselor Salesperson™ program and received timely
follow-up reinforcement tips and planners to keep applying their skills. The company is tracking participants’ completion of the reinforcement activities to ensure they are applying the skills learned.
Sales managers, regional directors, and the Vice President of Sales reinforced their direct reports through a consistent coaching process. This audience completed Wilson Learning’s Coaching the Counselor Salesperson™ program and received reinforcement to ensure consistent application of the coaching skills with their direct reports.

The comprehensive approach empowered salespeople to quickly sharpen their problem-solving skills in addressing customers’ business issues, create business opportunities while enhancing relationships, and become more effective at overcoming objections.
Additionally, sales managers and senior leadership gained the coaching skills needed to ensure salespeople demonstrate the new skills and behaviors after initial training.