| The Scenario |
 |
An MRI
technology firm was having difficulty selling
profitable partnerships to hospitals. Their sales team had
"hit a wall" trying to get in front of physicians
and it was holding the company back from realizing its
potential and maximizing its profits.
| Actions Taken |
|
The company
turned to the people at Sogistics,
who were considered to be experts at assessing sales teams
and providing major account sales training. Sogistics
analyzed how each salesperson actually sold, evaluated their
sales skills, and talked with their customers to get a sense
of the value that the company delivered. Sogistics then took
this information and developed a "blueprint" of
the sales process necessary to sell these partnerships. Major
Account Sales Training was presented and emphasized a
consultative sales approach. Sogistics also helped the
company create a lead
generation system to help their sales force gain entry
into hospitals and get face-to-face meetings with
physicians.
| The Results |
|
Due to the
long selling cycle, the full effect of the major account
sales training was not witnessed in the first 12 months.
However, after one year, sales "exploded." Revenues
from the following year actually doubled from the previous
year. Sogistics helped the company utilize its sales
team more effectively and efficiently. Sogistics identified
the sales team's critical success activities that correlated
into excellent sales results. In effect, Sogistics helped
the company's salespeople evolve from a "salesman
first" philosophy into a "business people who
sell" philosophy.
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