A large chemical manufacturer needed to upgrade the capabilities of the sales force to become more proficient at prospecting and business development.
Sales Training Needs Assessment
A new chemical plant had recently come online but the timing was bad because demand had softened due to the economy, resulting in excess plant capacity. The existing sales force had been predominantly responsible for servicing existing accounts and the prior plant capacity had been fully utilized for many years. As a result, the ability and desire of the sales force to bring in new business had atrophied. The company needed to teach the sales force how to prospect for new business, as well as sharpen their abilities to grow existing accounts.
Sales Training Solution
Peak Selling designed a customized workshop for them based on our Sales Prospecting and Business Development workshop. Their sales professionals developed a process to identify and capitalize on the best sales opportunities, and learned the skills to advance these opportunities through the various stages of the prospecting pipeline. The client initially committed to teach the entire senior-level sales force but expanded the effort to include all sales personnel as well as the sales management team.