|
“ Less than 50% of salespeople made quota in 2004 ”
- CSO Insights, Sales Effectiveness Insights
Closing business today requires significantly more interaction with C-level and other senior executives than ever before, while getting the attention and access to these decision makers is more difficult than ever. To connect with these senior executives requires skills, knowledge and confidence to engage in strategic conversations and identify relevant challenges and opportunities about their business or market. Most sales representatives are not skilled in these areas and shy away from engaging these decision makers, opting to have conversations and relationships lower in the organization. PowerSkills Solutions provides the coaching, training and preparation skills for your sales teams to better identify key business drivers and corporate objectives which impact the positioning of your offerings as solutions to specific business problems, while consistently and correctly articulating your unique value proposition. This results in earning trust and long-term executive relationships allowing better dialogue, enter into more opportunities and shorter sales cycles.
Client Case Study
Client:
Our client is a leading east coast healthcare consulting firm. The firm’s key partners are well known in the industry. As rainmakers and lead engagement consultants they drive the majority of new business for the firm. The firm is known for the quality and integrity of their services with a strong back-office of research and consulting professionals with in-depth healthcare experience. Senior associates were only delivering client engagements and not bringing in new assignments.
Issues:
Growth was stagnant and the current approach to generating new business was not scalable. Creation of a sales culture was needed to compliment their strong service culture. Senior associates were not comfortable having strategic conversations with senior executives and therefore were unable to position the firm and its services effectively. Engaging senior executives was a critical success factor in scaling the business.
Solution:
PowerSkills worked with the partners to map out a go-to-market plan and relationship management strategy. We developed a “best practices” repeatable sales model combined with the PowerSkills Relationship Capital Management Competency Model training. Client engagement teams were developed to collaborate/coordinate engagements effectively. Target accounts were identified and internal review process assigned.
The Results :
Within 12 months, the client saw a 38% increase in their revenue per project and had the best top and bottom-line growth in 5 years. They now have more visibility into their accounts leading to improved opportunity awareness and reduced sales cycles. Staff utilization rates have improved, and 2 targeted new practices are in development for 2006.
|
