A leading company in collaborative e-business solutions that streamlines business processes across the enterprise, recently approached MacGillivray and Lee with a challenging problem. The company's inside sales force had been focused on selling into small businesses. Because of the new product release, the sales force needed to transition into selling to the enterprise market. ML quickly responded by providing an overall assessment of the current inside sales force and trained them for selling into decision makers in the enterprise.
ML's solution was to conduct an onsite two-day evaluation and training session. During the assessment phase, ML interviewed each of the inside sales people, gauging the overall team, individual strengths and weaknesses, work environment, and skill level. ML's assessment located areas of improvement that included team organizational structure, sales process strategies, work environment, marketing support, skill development, sales tools, and compensation. Using their findings and telesales expertise, ML subsequently conducted a full-day training seminar for the entire inside sales force. "I had a great time and learned a great deal in a short amount of time," mentioned one participant. "The atmosphere was relaxing, yet to the point. Very effective teaching methods!" The result of ML's assessment and training session helped the inside sales group increase their success rate for setting up qualified appointments within targeted enterprise companies.
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