Initial situation

  • 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.

Outcomes …

  • 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.