Amplifying client value
CLIENT Livestock Improvement Corporation
SERVICES Strategic Planning, Leadership Development, Sales Training
OUTCOME Successfully implemented a new sales strategy and sales process to improve client value
“Before we worked with Mark, our sales force were using outdated sales techniques that lent themselves to just taking orders. We knew we needed to change our sales strategy in order to add more value to our clients. We had tried to roll out a solution selling approach in the past, but the sales team just kept on going back to what they were comfortable with. So we reached out to Mark to help us develop our new sales strategy and implement the new solution selling process.
What we got was more than what we were expecting. We got a lot more strategic insight on how to create and implement a successful sales strategy. We had a better method for developing our game plan, communicating the game plan to the wider business and reporting our progress. As a result, our sales leadership team were able to achieve a lot more in a shorter period of time.
We also put in place an effective coaching platform for the middle managers to implement the programme across the country. This led to a lot more buy-in from the sales team, which is an area we have struggled with in the past. The new sales process has made it easier to coach our sales team out in the field and has led to a positive improvement in the team performance so far this season. I would absolutely recommend Mark to any organisation that wants a more effective way to grow their business and get it right, first time.”
David Chin – Territory Manager - Central North Island, LIC
