Local Distributorship of Global Medical Device Manufacturing Company Creates Business Plan and New Sales Approach

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Local Distributorship of Global Medical Device Manufacturing Company Creates Business Plan and New Sales Approach

A regional medical device sales organization enjoying 25% annual growth was charged with even more aggressive future corporate sales goals. This would require a solid business plan and a new, non-traditional sales approach.

 

Goals:

•  Increases in top line sales

•  Enhanced motivation and urgency of the sales reps

•  Greater entrepreneurial spirit and sense of ownership in sales reps

•   More effective tracking mechanisms to measure the value of this new approach.

Approach

We designed a 12-month program consisting of paradigm-shifting and sales skill-building group workshops. To align behaviors and attitudes with desired results, each sales person received individualized coaching. We role played new sales conversations and helped them listen to their prospects’ reasons for buying rather than their own.

Additionally, we worked with each person to develop a strategic business plan and they started a practice of keeping a journal to track their behaviors and results.

We facilitated a series of meetings in which the team developed its first mission statement and rallying cry, set specific, measurable team goals and designed data tracking tools.

 

Impact

The team learned a new approach to sales, one that has its roots in the coaching conversation and is highly effective with resistant prospects.

They became more productive as they learned the importance of making and honoring promises and establishing shared standards. They streamlined and documented important processes in order to raise the bar on excellence and accountability. And they tracked their behaviors and results.

Their trust grew as they gained insight into their commonalities and their differences. They began to adhere to agreed upon standards and showed greater regard for the team and the organization, versus being driven by self interest.

The corporate sales goal for the year was not achieved. However, their individual sales numbers all went up to record breaking heights.