Objectives

Our client was looking for a sales training program, which, more than simply training, would actually drive a shift in their corporate culture. After completing the sales assessment, Aslan identified an initial "action list" within the inside sales organization:

• Inspire sales representatives to embrace their role as a customer resource to meet both stated and unstated customer needs
• Have reps adopt the new corporate selling philosophy and methodology (inbound and outbound)
• Define appropriate performance measurements and hold reps accountable for training ROI
• Equip reps with the skills and process to maximize each inbound opportunity, grow existing accounts, and initiate outbound calls to identify and initiate relationship with new customers
• Create a consistent communication strategy to reinforce the methodology, skills and philosophy of the new branded program to both sales and non-sales personnel
  
  

Deliverables

• Managers, team leaders and trainers were certified to reinforce the skill development programs while improving their own coaching, management and leadership skills.
• Account Executives and Customer Service Reps in three countries participated in training classes to improve their skills at both selling and enhancing the customer experience.
• Two staff trainers were certified to deliver the rep training, reinforce the skills learned and measure the results.
• Structure and systems were put in place to ensure the skill development process is being reinforced and reps maintain the highest level of productivity possible.
• Aslan partnered with the sales organization to establish a process to measure both adoption rates and, ultimately, the financial impact of the training initiative.
  
  

Results

Once the skill adoption rate reached 80%, the client began assessing the financial impact of training. Nine months after training was complete...

• Average order size increased from $531 to $852 (60% increase)
• Discount rate fell from 28% to 12%
• Overall revenue increased by 5% (during a period when market demand dropped 11%)