Case Studies
Industry : Investment
Solution : Sales Effectiveness
Business Need : Sales Effectiveness
Customer : Fisher Investments
Headquarters : Ontario, Canada
Website : http://www.fi.com
Challenge:
The chief business need in this organization was growth. They were looking to approximately double their sales in the next two years. They realized that a stronger sales force would generate rapid growth. Just this year, they added 50 new representatives. They needed to ensure that their rapid growth was effective.
This investment company already has a strong sales force with a low turnover rate. They were looking to make them more efficient closers and increase their ability to quickly build the right business rapport by understanding the needs of their client and customizing their portfolio.
The chief business need in this organization was growth. They were looking to approximately double their sales in the next two years. They realized that a stronger sales force would generate rapid growth. Just this year, they added 50 new representatives. They needed to ensure that their rapid growth was effective.
This investment company already has a strong sales force with a low turnover rate. They were looking to make them more efficient closers and increase their ability to quickly build the right business rapport by understanding the needs of their client and customizing their portfolio.
Solution:
A one-day seminar in strategic sales training was used. Also, a former coach came in during lunch to serve as a motivational speaker.
A one-day seminar in strategic sales training was used. Also, a former coach came in during lunch to serve as a motivational speaker.
Results:
The seminar was successful in getting the sales representatives engaged and motivated. They found the seminar full of useful tools that were applicable to real sales situations they faced daily. They are now in the process of launching Phase II, which will target 75 telesales call centers with a similar program tailored to their needs.
The seminar was successful in getting the sales representatives engaged and motivated. They found the seminar full of useful tools that were applicable to real sales situations they faced daily. They are now in the process of launching Phase II, which will target 75 telesales call centers with a similar program tailored to their needs.
