To keep pace with rapid changes in the industry and create business opportunities that enhance their relationships with clients, a global leader in power services needed to advance the skills of their technical experts and salespeople and adopt a more consultative approach.
The sales solution began with consulting and customization to chart the course for success. Sales professionals and their managers completed a customized consultative sales curriculum to gain progressively more advanced levels of strategic consulting skills. Sales managers also received in-depth coaching guides to equip them with the tools, planners, and coaching tips to support their salespeople. For improved performance, a comprehensive reinforcement and sustainment component ensured application of the new skills to the job. This initiative is being implemented globally in more than a dozen countries.
In the first 6 months, the initial pilot audience attributed $33.5 million in sales to the skills and approaches they learned. As a result of the training, 89% of salespeople reported they are better prepared to address clients’ issues and questions, and 78% of salespeople said they are able to establish a greater level of trust with clients faster.
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