Seeking to extend its position in this large and growing market sector, company leadership identified specific business objectives to achieve its strategic goals, including creating new alliances, increasing penetration in existing markets, developing new products for new markets, enhancing existing product lines, adding distribution channels, and sustaining its image as a market leader. A comprehensive professional development system, Journey to Sales Leadership, was developed and includes a company-wide sales process to bring integration to a sales force fragmented by rapid growth and acquisitions.
HIS’ executive-led workshop became a key component of the Journey to Sales system, supporting the initiative to make relevant, tangible and accessible contributions to the company’s business performance. The customized curriculum was central in the effort to accelerate sales growth by better equipping sales teams to sell to executive-level buyers making key purchase decisions. Goals established for the engagement included equipping the sales teams to perform with greater consistency and proficiency; sell higher-ticket solutions to executive-level decision makers; understand the financial impact deals have on the customer and on the company; and meet customer expectations in a manner befitting an industry leader. The company’s consulting executives emphasized the importance of understanding financial performance and provided the company’s sales team members methodologies to translate numbers into information relevant to business performance and, therefore, relevant to business executives.