Fresh from the success of the sales day event, we sat at a table in a nearby Starbucks coffee store and worked on the details of the new sales training program for Bob’s company.
It was a bright Friday morning. We had a nice group there – two of us from Alchmi, Bob the CEO, Bob’s general manager Tom and sales manager John. Tom and John were very excited to be doing this exercise.
We sweated through the most intricate details over fresh coffee – the strengths and weaknesses of their sales team, the dynamics of their business, the profiles of their customers, the changes in the marketplace and the behavior of their competitors.
By lunch time we had an outline ready.
Over the next week or so we built out the training plan and refined every detail with inputs from salespeople, people from other departments and customers.
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The training was carried out over 3 months and evidence of success began to trickle in soon after.
Six months after the training started we had clear evidence of success.
The percentage of leads generated in house out of the total number of leads had gone up from 5% to 30% and continued to go up. Bob was now very happy indeed!