Case Study

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Situation

An international strategy consulting firm had invested heavily in disparate sales training courses, publications and tools that produced underwhelming returns. Both firm principals and sales professionals viewed the sales investments as being “flavors of the month” rather than vital to the firm’s success. Consequently, only brief surges in performance resulted…nothing was sustainable. Firm leaders recognized the need to tie everything together, while at the same time leveraging the best aspects of what was already in place.

Engagement Focus

We began an extensive review of the sales methodologies, their current acceptance among firm members, and degree to which they had been implemented. We took what was working and leveraged it to develop a single, unified sales approach. Additionally, we designed a management system to provide firm leaders with a dashboard for gaining greater visibility into the firm’s new selling system. This tool helped management become more efficient at tracking, reporting, forecasting, coaching, and managing sales opportunities.

Outcome

We worked carefully with the leadership team to fully implement the management system. Forecasting accuracy improved and greater accountability for results was produced. The leaders were also able to devote more time to personally selling, which made it easier for them to lead by example. As a result, they became more consistent and effective in their approaches and were able to consistently win more business.

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