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Global Design and Engineering Company Increases Sales by 23%

Client:

Global design and engineering corporation

Business Issue:

A global design and engineering firm indicated the need to train level one and level two salespeople in critical areas such as prospecting, ensuring consistency in the go-to-market approach, sustaining a sense of collaboration while working in teams, having a consultative mindset, managing key stakeholders, etc. The chief objective/business motive of sales skill development was to increase sales revenue.

Core Programs:

The Counselor Salesperson (CSP) and the Sales Advantage Series (SAS)

Solutions:

Wilson Learning implemented two custom programs with an impact evaluation on skills, work performance, and support for using skills on the job. The programs helped build a consultative mindset, salespeople skills, and tools for effective problem-solving approaches to customers’ business issues. In addition, manager coaching was provided to ensure optimal decisions for the right opportunities, as well as effectively manage key stakeholders in the decision-making process.

Results:

Over three quarters of the participants agreed they had a better understanding of customers’ business priorities, could navigate customers’ to win more business, following the trainings.

Of the $15 million in sales made between the period of training and impact analysis, participants attributed almost $3.5 million (a 23% increase in sales) to the training programs designed by Wilson Learning.

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