Sales Performance Improvement Case Studies
Case study 1
The Situation
Lesley was just not performing in her sales role in the financial sector. Her manager was a dominant character, believed in her intelligence and had tried everything to improve her sales performance without success. Nothing had worked, so employing a coach/trainer was seen as the last alternative.
The Intervention
After a short time of meeting with her coach, it became clear that confidence was the key issue. Lesley believed that as a female in a male-orientated world she being held back. Her manager had also unnerved her over a period of time. The coach’s approach was to build her confidence through assurance and belief that women are as good in selling as men and in many cases better, additionally the coach helped her to realise that she needed to be better prepared for sales meetings and calls. Her product knowledge needed improvement. Finally, the coach guided her through communication skills and techniques so that she could understand her manager’s style and motivations. The coach also spent two sessions with her manager to help him learn how to be supportive of Lesley.
The Result
The result was that Lesley’s sales figures improved dramatically, surpassing some of her male colleagues. She was surprised at how much she had improved with just six coaching sessions. As a result of her newly- found confidence, she has recently been promoted to a managerial role.
Case Study 2
The Situation
Anne worked in the highly competitive double glazing and conservatory industry. Anne was a good salesperson. But “good” was not good enough for her employers. Prospecting was done for her but her conversion rate was below par.
The Intervention
Her coach discovered that it was her objection-handling skills that needed to improve. Too often she was unable to answer legitimate objections and would give up on the sale. She also admitted that she was not sure about negotiating with a potential client and what authority she had. These issues were quickly addressed through coaching. Anne came to realise that she needed to be better prepared in her objection handling and clear on her negotiating style and authority. Over a period of time the coach showed her how to put into place her newfound techniques in live sales situations.
The Result
Within just six weeks, Anne’s conversion rate of her prospects improved from 60% to 85%. Anne sent her coach an excited email some weeks later –she was now the top performing sales person in the company.