A specialty chemicals supplier required improvements in sales force effectiveness. Industry consolidation and the associated leverage exerted on the client were driving margins down and minimizing the effectiveness of the sales organization.
Market Edge partnered with sales leadership to
- Identify the critical issues the sales team faced looking forward (complex account planning, global key account management, value pricing and selling)
- Design sales training and coaching experiences to develop the required capabilities
- Pilot and refine training prior to the “roll out” for the global sales team
Through the interactive design process the business obtained a highly customized (company and industry specific) sales training process that was efficient and effective for the target sales professionals as well as highly effective in enhancing their Key Account Management, negotiation and value selling skills. Profitability per sales representation increased >10%