Members of the Sales Training Learning Community share the following case
studies to enhance understanding of best practices, learning solutions, and
emerging trends in sales training. Members may click on a link to access the
case study.
Face-to-Face VS. Phone Sales: A Case Study
I recently was halfway around the world, meeting a new business partner, and found myself in the midst of a seller’s nightmare: I had to do an in-person prospecting call on one of the world’s largest banks, with an unfamiliar business partner whom I hadn’t even sat down with yet, with no idea why I was attending this cold call, or with whom I was meeting. I didn’t even know my business partners, let alone the prospect.
Members may read full article.
Our Impact
Members may read full article.
PeopleSoft HCM 8.8 training for international food service, retail, and
Our client is one of the largest privately held companies in America
whose core businesses include hospitality, food service, retail, gaming, and entertainment.
They employ a total of 30,000 associates worldwide and serve millions of customers each
year.
Members may read full article.
eLearning - An Effective Way to Build Sales Skills
The expression "Don't throw the baby out with the bath water" holds
a warning for those thinking about eLearning. The power of eLearning as a vehicle for
learning and skill development is unparalleled. eLearning provides access to learning that
in other circumstances might be totally inaccessible. eLearning has the potential to be the
educational equalizer - fast, up-to-date, and effective. In addition, it provides immediate
access and does not take users away from their clients or desks for large blocks of time.
Members may read full article.
Sales Management Training Client
A leading telecommunications company with 2,500 salespeople surveyed
their sales force and verified they had an issue with poor sales morale. Interestingly,
salespeople rated their sales managers very high on "cares about my success", but rated
sales managers lowest on "provides the coaching I need to be successful." This lack of
coaching was a significant cause of poor sales morale, turnover and productivity decline.
So, our client's VP of Sales recognized the need to install a culture of coaching, and
refocus sales managers on people development. A TopLine Leadership Case Study.
Members may read full article.
Foodservice Sales & Marketing Company Reduces Turnover by 30% and Increases Closed Sales By 28% in Only 90 Days
This regional Foodservice Sales and Marketing Company began using
TriMetrix® assessments as part of their hiring process in 2004. The company also enrolled
their entire sales force in IMPACT Sales Training. The Brooks Group.
Members may read full article.
Main Street Model for Sales Training
When a small, but fast growing technology company's plans are to
become the largest provider of local search engine adverting in the world, equipping
hundreds of new hire sales consultants, managers and support personnel in 24 months was no
easy task. A ReachLocal Case Study.
Members may read full article.
How to Successfully Hire 462 People in 4 Months
You're
an organization that has been in business for 7 years, are profitable, and currently have
about 300 employees. The business is being managed well, and the system of operations is
functioning at a high level. Then, the perfect storm hits, and you have a "be careful what
you wish for moment." A Lee & Pierson Associates Case Study.
Members may read full article.
Big River Telephone Uses Sage Saleslogix
Big River Telephone Uses Sage Saleslogix. Since its inception more
than 20 years ago, big River Telephone Company has executed several strategic acquisitions
to become one of the largest locally owned carriers in the Midwest. Rapid expansion
benefited the company financially, but operationally it presented a fair share of
obstacles.
Members may read full article.
