Case Studies

Click Here to read "The Need for Sales Force Development" by

Ian Hush,Executive Head of Sales and Distribution Orrcon Operations Pty Ltd 27 May 2007

1. A Manufacturing Company Increases Sales by 30%

Situation: A manufacturing company wanted to grow its sales by 30% through increasing the size and capability of the sales team to counteract competitive and import pressures.

Action: Perform Solutions implemented a Sales Development Program for all Sales staff from National Sales Managers to Senior Account Managers, External Sales and Inside Telephone Sales.

Results: Sales results for each sales person have risen based on improved selling skills and planning. Sales Managers are leading and coaching their sales people and in-field coaching has risen from 0% to 20% of manager's time. At the commencement of the program the External Sales Reps were assessed and the results before and after the Foundation and Intermediate sales training were:-

Level	Before	After
1 - Order Takers	50%	0%
2 - Product-Price Pushers	30%	10%
3 - Asker-Advisors	10%	60%
4 -Solutions Specialists	5%	15%
5 - Profit Partners	5%	15%

Future: This manufacturing and distribution company has implemented a Corporate Sales Academy for the sustainable and on-going development of sales people, sales management and hence sales results. The range of programs covers sales, service, and leadership for all staff - State Managers, sales managers, logistics managers, account managers, telephone sales and warehouse staff.

Perform Solutions International Pty Ltd
Bill Carson
Email:
0433 348 318

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