Sales Management Development
As part of a corporate re-organization, there was a need to re-direct the entire sales operation. With a need to implement strategic sales planning, instituting corporate sales processes and controls to improving cross divisional selling, RAHAL CONSULTING was engaged to work with sales managers across three divisions in three separate locations to:
- Develop and deliver customized and highly interactive sales training
- Implement specific “lessons learned” programs based upon training
- Work with management in executing and tracking programs
This assignment with this large regional wholesale distribution of industrial supply goods (commodity, engineered products and automated controls) resulted in:
- Re-alignment of staff to more appropriate roles
- Growth to existing clients through execution of account management practices
- Improved collaboration among the three divisions resulting in immediate new sales
- A corporate sales process from which managers worked with sales reps to build individual action plans, enhance sales skills and initiate consultative selling (versus product or price selling).