Sales Improvement Case Studies

In the real world, promise is only as good as performance. Selling Up™ programs have helped
companies like yours increase their sales productivity and revenue. Take a moment to review these
examples.

Strategic Sales Plan

Challenge

A food ingredient manufacturer entered a significant growth phase without a formal sales methodology
or sales management structure. Senior sales executives lacked strategic training. Our client asked
Selling Up™ to develop a strategic plan for the sales organization.

Solution

We worked with the senior executive to assess the current situation. We then helped him develop a
strategic sales plan for the organization, including a strategic objective calling for the sales executive to
lead a better alignment between marketing and sales. Leveraging the sales team's existing strengths, a
company-specific, "framework selling process" was installed. The senior executive formalized sales
management activities and specified reinforcement guidelines and timelines.

Negotiating Agreements

Challenge

A software development company faced extended sales cycles due to delays in negotiating contractual
terms and conditions with customers. Our client asked Selling Up™ to upgrade the negotiation skills of
the selling team and implement tactics for shortening the sales cycle.

Solution

We assessed the team's capabilities and evaluated management's ability to provide continuous coaching
and reinforcement. To accommodate a large, geographically diverse sales team, we installed an eLearning
negotiation training program accessible to all sales reps and managers. We also trained the company's
trainers to provide follow-on workshops providing sales reps and managers with advanced skills for
managing their customer negotiations. Best practices were communicated to the sales team, support
teams and senior management via a monthly newsletter.