With Proudfoot, you can.
A major distributor of aftermarket automotive equipment and accessories serving more than 17,000 customers in the United States and Canada needed to address its top-line growth.
With growth varying by segment, they needed to increase sales by enhancing market penetration. Yet, divergent sales techniques, standards, and management systems across 18 call centers and field sales offices were limiting their ability.
Together with Proudfoot, the management team defined a target set of improvement opportunities:
Working together with Proudfoot, the team:
Developed and implemented several training initiatives.
Established a Quick Results Program to generate $500,000 in increased revenue within the first few weeks of the project.
Introduced sales management operating system tools to forecast, plan, assign, measure and report on core sales activities.
Trained sales representatives in relationship selling skills to address skill and behavioral gaps. The highly-targeted training focused on primary skills required for telesales to shift from reactive order-taking to proactive targeted-selling.
Trained sales managers at all levels on critical management behaviors, with a specific focus on coaching and supporting sales personnel.
Developed and installed customized sales and sales management tools to enable uniformity and thoroughness in pre-call planning and post-call follow-up activities.