Sales Training Success: PtCT improves revenue by 48% and increases total number of systems sold by 83% with CustomerCentric Selling®.

Business Problem
The VP of Sales & Marketing for Patient Care Technologies, Inc. (PtCT) was tasked with ambitious goals, in a soft economy, to increase the number of systems sold and increase overall sales revenue. Working with CustomerCentric Selling® (CCS), PtCT began assessing their current sales environment to identify any issues and obstacles that were preventing them from achieving those goals.

They quickly identified that they had not leveraged or replicated the best practices of their top salespeople, and consequently, each of their salespeople were following an ineffective sales process that they either brought with them when they were first employed or were simply making it up along the way; they were "winging-it." This resulted in sales forecasts based on sales people's 'opinions' rather than progress through the sales process. Additionally, senior management's lack of visibility into the sales pipeline and lack of auditable pipeline grading system, made it difficult for them to provide the sales skill and opportunity coaching that was going to be required to achieve PtCT's goals.

The CustomerCentric Selling® Solution
After performing an in-depth analysis of their current sales environment, PtCT determined that they needed a way to codify best sales practices and convert them into a repeatable sales process that was representative of their target market's purchasing habits and through which all of their salespeople could be shown how to execute and follow. Additionally, they wanted to implement a consistent and auditable pipeline grading system that measured progress through the sales cycle and that would give them the visibility they need to provide skill and opportunity coaching.

 

CustomerCentric Selling® provided PtCT with all these capabilities that PtCT required to improve their sales performance. As a result, for the quarter immediately following their training workshop, they increased the number of total systems sold by 83% versus the previous quarter, and in that same quarter, they saw their total revenue increase by 48%, as compared to the quarter immediately preceding the workshop. PtCT quickly realized that embracing the CustomerCentric Selling® methodology provided the immediate results they needed.

"You'll learn from CustomerCentric Selling® that ROI is 'old hat' and cost benefit is where it's at. The cost benefit Patient Care Technologies realized from the CustomerCentric Selling® program was immediately recognizable. The week following our training we were able to better qualify existing prospects, cancelled a 'pray and spray' demonstration visit that saved a couple of thousands dollars and using the techniques learned gained us respect and access to power almost immediately. While we've only just begun to use the methodology, we're well on our way to realizing our cost benefit."

--Mark Hanna, Vice President of Sales Patient Care Technologies

More information on Patient Care Technologies, Inc. can be found at www.PtCT.com

Benefits to Patient Care Technologies, Inc.:

• Increased total number of systems sold by an impressive 83%
• Total revenue increased by 48%
• Identified and developed a single, repeatable sales process based on best practices
• Creation of an auditable pipeline grading system that allows for skills and opportunity coaching