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| Sales Training
Situation:
- Client was a tier 1 player in their market with a sales force of just under 100 people
- Internal discussions on performance optimization with sales team members revealed many lacked the desired level of knowledge to effectively sell against other key competitors
- The client did not have an internal staff member dedicated to sales training, and the amount of information available in the public domain was limited
B&A’s Solution:
- Develop a formal competitor sales training (CD-based) product
- Included key information on the main competitors the clients sales force typically faced, as well as recommended strategies and approaches to effectively sell against them
- B&A was also retained to deploy the training to the field and subsequently created several role play scenario’s to ensure the material reviewed was being retained and could be deployed successfully
Result:
- Field sales team members gave the program very favorable reviews, and felt it did address the previous knowledge gap
- The training program was later credited with being a key reason why the company was able to hit their sales targets for the year in question
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