| Client
Organization: The
largest business unit within a $20Billion
national food and food service distribution
company uses a large, well-equipped direct
sales force focused on account penetration
and capturing new customers.
Situation/Challenge:
Client organization historically invests
in training and education to ensure a
sales team well informed with thousands
of products and numerous services. Growing
perception among most sales people was
an increase in time invested to overcome
price objections.
VTMG developed
a customized consultative selling process
increasing overall sales effectiveness
and efficiencies. Our strategy ensured
implementation and integration of a common
sales process and sales language as the
new desired behavior. Sales management
"coaching" was instituted to
develop the sales team and individual
sales professionals.
Solutions
Our approach
insured consistent sales/customer relationship
execution by:
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Developing
an effective sales process based on
how each customer makes decisions
about change, buying and supplier
choice |
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Developing
strategies and planning for all customer
encounters |
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Executing our strategies with specific
tools and enhanced skill sets |
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Executing
a process for leveraging success and
identification of "best practices"
and "customer solutions"
across the entire sales force |
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Executing
an Implementation plan ensuring full
integration of the process and practices
through and on-going coaching and
individual development system |
Results:
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The
organization's sales force consistently
achieves outstanding results directly
benefiting from an effective and efficient
sales process focused on a "customer
approach." |
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Armed
with a consultative sales process,
the direct sales force is more successful
in avoiding limited transactional
customer relationships and focused
on total value. |
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Value
added or consultative selling has
placed more emphasis on delivering
total business solutions to food services
customers while avoiding the pitfalls
of commodity-like "price-only"
transactions. |
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