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Client Results Case Studies
These client results case studies reveal how PBR sales leadership training can provide positive client results with significant ROI for any organization or company.
| Case 1: |
Medical Equipment Manufacturer Download PDF |
| Challenge: |
Sales reps resisted prospecting. When calling on established accounts, sales reps would typically call on low level decision makers. Management spent too much time putting out fires and not enough quality coaching time with the salespeople. |
| PBR Solution: |
PBR customized a sales and sales management solution. The process focused on stretching everyone’s comfort zone, thinking more strategically, and creating a sales culture more receptive to the changes needed to create positive client results. |
| Client Results:
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- Sales increased by more than $14 million after the sales and sales management training program verses 0% growth before the training.
- Managers eliminated more than 6 hours per week on ineffective meetings and invested that time in the field with reps.
- Because sales managers spent more time in the field with their salespeople, turnover was reduced by 30%.
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| Case 2: |
Professional Services ProviderDownload PDF |
| Challenge: |
Get sales people to qualify, probe, and call on higher level decision makers to close more sales. |
| PBR Solution: |
Implemented a 1-day sales training process coupled with 30, 60 and 90-day conference calls and 1-day client results follow-up 120 days afterwards. |
| Client Results: |
- Client documented over $2.5 million in sales as a direct result of the sales training process.
- Sales people called on 23% more VP and higher level contacts.
- Average sales cycle was reduced by 17%.
- Closure rates on quotes went from 20% to 29%.
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| Case 3: |
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| Challenge: |
Many of the sales people were highly technical with engineering backgrounds. The problem was calling on contacts with similar backgrounds, because these were the individuals who they felt most comfortable with. Their sales calls would last for hours but little would be accomplished. Plus they were dealing with too many price objections. |
| PBR Solution: |
PBR put together a sales training program focused on value added selling and how to manage the decision making process. Salespeople developed the skill set to engage non-technical decision makers, especially with directors, VPs, Presidents and CEOs on client results-based ROI discussions. Also addressed were more effective probing and negotiating strategies to negate price issues. |
| Client Results: |
- Six months after the training program implementation, there 30% closure rate on proposals verses 14% closure prior to the training.
- Profit margins increased and over $848,000 in sales revenue was directly attributed to the sales training program.
- 89% of participants credited the PBR sales training program having a direct impact on their sales results.
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| Case 4: |
Non profit service organizationDownload PDF |
| Challenge: |
Client was trying to gain access to Fortune 500 companies but its sales team lacked the skills to gain access and sell its resources. The organization was 12% below its revenue goals while its #1 competition was gaining market share. |
| PBR Solution: |
PBR did an assessment of the sales organization. They were highly intelligent individuals but lacked strategic planning, prospecting, and major account management skills. We put together a 2-day sales training program coupled with a sales leadership development process and a support system to provide valuable client results coaching along the way. |
| Client Results: |
- 12 months later the client documented $2.4 million of revenue as a direct result of the sales development process.
- Client surpassed its revenue objectives by more than 13%.
- During that same year, the client secured 4 contracts with new clients.
- These new clients led to over $7,000,000 of revenue the next three years.
- 82% of the participants credit PBR training as having a direct impact on their sales success.
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| Case 5: |
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| Challenge: |
Client was selling printing solutions in a very price sensitive market as many more clients were turning to the internet for competitive quotes. |
| PBR Solution: |
PBR put together a client results oriented partnering solution — where the training emphasis was selling value. Skills addressed were probing, qualifying, prospecting, and negotiating sales strategies. |
| Client Results: |
- Closure rates increased by 15% to 40% over two years.
- The average customer order increased by more than 78%.
- More than $1.7 million of sales revenue was directly attributed to the sales training process.
- 95% of participants credit PBR sales training as having a direct impact on their sales success.
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| Case 6: |
Telecommunications providerDownload PDF |
| Challenge: |
Salespeople needed to break out of the order taking mind-set. The average order was $250 over the phone and little cross-selling or up-selling. In other words, company recognized that too much money was “left on the table” |
| PBR Solution: |
PBR customized a process for increased client results by teaching salespeople to ask better questions plus probe for needs and motives. Also implemented was a sales coaching program to give managers the skill set to train, monitor and support their reps on a daily basis. |
| Client Results: |
- Each sales call expanded by more than 4 minutes.
- The sales rep avoided trying to rush the client off the phone and get to the next call.
- They asked good questions to uncover additional buying opportunities.
- As a result, the average order went from $250 to $545.
- The sales team was able to identify other decision makers within key accounts.
- The top 20% of established accounts increased their revenue by more than 20% within 12 months of the sales training program.
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| Case 7: |
NATIONAL ELECTRICAL DISTRIBUTOR Download PDF |
| Challenge: |
President of large national electrical distributor wanted to make an investment in his sales force and management teams through a comprehensive training program that stressed continual reinforcement and application. He also wanted to give managers the skills needed to motivate salespeople to excel even when the economy seems jittery. |
| PBR Solution: |
PBR developed a three-month Professional Sales Skills training initiative that included customized on-site workshops targeted separately at salespeople and managers. Workshops were conducted at multiple locations and sessions were given in two installments to emphasis reinforcement of learned skills. |
| Client Results:
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- Tremendous ROI reported within the first two months after training started.
- $6,000,000 increase in sales revenue documented.
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