Case Studies: Sales Consulting in Action

Following are just a few of our most recent success stories. These case studies highlight specific interventions and subsequent results and do not represent the full range of work provided to clients.

Spotlight on Organization Redesign

Client: Top 10 national financial services firm

Challenge: The company had high turnover and unsatisfactory sales performance results.

Solution: We helped design a new sales organization structure for one of the firm's divisions. As part of this process, we interviewed sales staff members, management and customers; and identified internal/external challenges and opportunities. Then, we implemented new sales hiring, training and retention programs to achieve long-term growth goals.

Results: Program results were outstanding and generated $5 million to the bottom line within 12 months.

Focus on Hiring and Training System Design

Client: Top 20 national financial services company

Challenge: The company was interested in improving the quality of its new sales hires.

Solution: We evaluated and implemented a new hire selection program to correct turnover problems. The core implementation strategy included roll-out of sales assessment testing to screen candidates for the relationship selling skills needed to be successful in production. Management education on how to improve interview and selection practices were also included in the project's scope.

Results: Program results reduced turnover by one third generating $8 million in cost saving by not hiring the wrong person.

Close-Up on a New "Rookie" Training Program

Client: Top 50 national financial services firm

Challenge: The firm had an aggressive hiring plan but found it difficult to find a quality workforce amid a very competitive marketplace.

Solution: We designed a customized "rookie" training program tailored to fit their individual business strategy. We implemented the program using a "train-the-trainer" approach so that management could provide consistent training for future new hires throughout the company.

Results: Program results generated $1.5 million in one year to the firm's bottom line.