Sales Training Success: Leadership Strategies makes strides in improving revenue to surpass company records - all with CustomerCentric Selling®.

Business Problem
Despite the organization's high quality products and services, Leadership Strategies (LSI) Managing Director Michael Wilkinson saw in the first half of the year that the firm was struggling to meet its sales goals of year over year revenue growth. According to Wilkinson, LSI needed the following capabilities:

• A customized best-practices sales process, from first initiation, through customer success. This process had to contain pipeline milestones, deliverables and needed to be 100% auditable for sales management in coaching sessions.
• The tools to help reps have quality, consultative conversations that helped clients visualize their needs and how LSI products would bring them meaningful results.
• The ability for managers to review each seller's documentation of their selling efforts in the form of customer correspondence.

The CustomerCentric Selling® Solution
LSI contracted with CustomerCentric Selling® (CCS™) Business Partner Adam Shapiro to gain the above capabilities through sales training. Shapiro worked closely with the company's sales and marketing leaders to develop the Sales-Ready Messaging® for LSI's key products and services. A month later, Shapiro taught a customized CustomerCentric Selling® sales training workshop to all customer-facing personnel at LSI, using the actual messaging tools the reps would employ post-workshop.

By August of that year, LSI was 20% behind where it was at the same time the previous year. By using CCS in the last four months of the year, the sales team beat the prior year revenue in every month by such a large margin, that they increased total revenue for the year by 5%!

 

Wilkinson has been thrilled with the results. "We had an incredible September-the best in the company's history. September was followed by the best October and November in five years, all thanks to CustomerCentric Selling®," said Wilkinson.

By using CustomerCentric Selling® sales training process, LSI now has a repeatable, auditable sales process that gives salespeople confidence during their sales interactions and a roadmap for success.

If you have questions about this client, please contact Adam Shapiro at ashapiro@customercentric.com  

Benefits to Leadership Strategies (LSI):

• Surpassed revenue in every month to give the company a 5% boost in revenue, recovering from 20% deficit the previous year
• Common language and set of tools to guide the sales process
• Repeatable, auditable sales process