- Sales teams below target.
- Team of ‘product floggers’ rather than ‘business builders’.
- Successful historically, yet needed to demonstrate to partners and suppliers the value that their proposition brought to their businesses.
What we did …
- Refocused sales team.
- Coached all sales team, in the field and in workshops, in ‘Hearts and Minds’ solution selling skills.
- Implemented LSMFT Value Proposition.
- Introduced Partner Business Development Programme to drive “sell through”, not just “sell to”.
- Coached the whole leadership team.
- 12% increase in sales revenues.
- Relationship with major distributor became a true ‘strategic partnership’.
- Sales team worked closer with their Distribution Partners.
- Wider range of products and solutions sold.