What is a sales leader to do when business is at a low point in terms of morale and profit?
As they say, “the best defense is a good offense”.
Integrated Sales training and coaching is the answer. It puts “process” into the sales cycle and gets results using accountability and fire in the belly.
It shifts your mindset, gives you a solid plan moving forward and levels the playing field for all sales team members regardless of experience.
Meet Vince Travaglini, Vice President of Sales at StackTeck Systems Inc. He came to his position as VP with an Engineering background and little experience in sales.
Vince knows first-hand how the power of sales training can turn around a sales team and profit margins.
With Teneo’s Sales Coaching Sales System, Vince and his team were able to reverse an almost 30% decrease in sales to an increase of 45%!
When Vince approached us for training, he confided he was looking for more structure in the sales process. He wanted a format he could use with the whole team that would make them more proactive.
He wanted to implement a planning process where his team took initiative rather than waiting for orders to come in. As he says, “Our orders intake was very weak at the time and I thought this would be a good way to motivate the team.”
He admits that his team was skeptical at first. “The usual ‘we don’t need training’ and ‘it’s not for us’ started coming out. As the team started to learn the concepts they began to get attention from others in the organization and receive compliments on how it was changing their behaviour.”
Once training started, the concepts and tools took the lead giving Vince a way to effectively communicate with his team rather than him “bossing” them around.
Vince’s decision to get training was right on track and now his team is singing a different tune.
As one colleague put it, “Vince created a very positive environment where the team was not only able to complete the certification but also exceed sales targets for 2017 by significant margins!”
Vince is very proud of his team who rallied together, applied the strategies and the consultative conversation to uncover more opportunities, creating an incredible sales journey success.
So, what was the final result for Vince and his team? I will let Vince tell you:
“In 2016 the market was tough and our orders were down 28%. After working with Teneo Results through courses and coaching, orders increased by 45% in 2017 and we surpassed our plan by 7%! The team has been on fire and their confidence is high with proactive business conversations and applying consultative selling techniques.”
Vince Travaglini, Vice President Sales, StackTeck
Vince and his team had exceptional results for their efforts but they are not an anomaly.