case studies
Case Study #1: Sales Training
Assignment: Consulting, Facilitation and Training
Ballasy Learning Systems, LLC was commissioned to provide consulting services when sales consultants sales process, especially needs assessment and walk-around presentations were below acceptable standards.
Implementation
After interviewing sales consultants, observing current performance levels, conducting meetings with the management team the conclusion was a reinforcment of the basic sales skills was required. Following the management teams direction a multi-faceted project (extending over six months) was implemented involving facilitation, coaching and training opportunities.
Our curriculum design team formulated an educational session using our
"Elevate Your Game" Sales modules. The
curriculum and implementation schedule was approved by management.
We developed dealership specific procedures and sales process manuals.
In addition we enhanced the needs assessment worksheet and developed a meeting curriculum for sales managers.
We then facilitated a series of educational sessions to implement the new sales process incorporating minimum standards, with sales consultant input, that were required to be adhered to. of sales steps.
The next step was a series of individual coaching sessions in which we observed performance, evaluated progress and gave relative feedback to stakeholders.
Six consecutive monthly sales meetings were formulated and facilitated while we continued to coach, mentor, counsel and motivate the team.
Outcomes
The training and support combined with new tools, strategies and improved processes resulted in dramatically improved adherence to the sales process. In addition, the dealership experienced a dramatic increase in sales volume and gross profit.
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