SALES ALLIANCE CLIENT CASE STUDIES

Case Study #1: Company Description

Multi-billion dollar supplier of consumer and business-to-business cable and communication services in 26 large metropolitan areas across the U.S.     

Business Areas Addressed

• Inside consumer sales
• Outbound consumer telesales
• Outside small business field sales
• Major Account Sales
• Direct Sales
• Retail Sales
• Customer Service Sales

Work Performed

• Sales team hiring assistance
• Sales process development
• Sales process enhancement, engineering and pre-testing
• Customized sales training programs
• Implementation of sales team coaching program
• Implementation of sales process steps and sales results tracking
• Selection and hiring of a 10-person sales training staff
• Licensing of over 7 customized sales training programs
• Train-the-trainer program

Results Achieved

• Newly hired and trained sales team outperformed existing sales teams (national average) by more than sixty percent within just a 4-month period
• Results exceed those of two other sales development/training companies and lead to client adopting The Sales Alliance’s program on a national basis in 26 metropolitan operations
• Achieved forty percent boost in cross-sold products and services
• Client determined ROI on investment in program to be less than 30 days

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Case Study #2: Company Description

Manufacturer of computer peripheral devices for legacy systems

 Business Areas Addressed

• Inside and Direct Sales to major corporations
• Worked with company President to achieve board-mandated 40% sales increase (via “stealing” competitive market share)

Work Performed

• Assessment of sales team, structure, goals, measurements, motivation and skills
• Assistance hiring salespeople and a Sales VP
• Customized sales process steps
• Customized sales training program development
• Creation of competitive sales strategies (and counter strategies), including the implementation of a “war room” and a rapid fire, shotgun series of field visits to accounts of targeted competitors
• On-the-phone sales team coaching program
• Sales management coaching program
• Ongoing corporate sales consulting
• Development of key account sales and capture plans

Results Achieved

• Achieved board-mandated 40% sales increase and was given a $10,000 bonus
• Weakened the targeted competitor by recruiting a significant number of their accounts

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Case Study #3: Company Description

Small manufacturer of computer power protection systems and software

Business Areas Addressed

• Inside sales to major corporations and distributors
• Outbound, direct sales initiative to recruit dealers selling the products of the primary competitor and industry leader
• Assessment of sales team, structure, goals, measurements, motivation and skills
• Development of dealer program and dealer “kit”
• Customized sales training program
• On-the-phone sales coaching program
• Sales management coaching program
• Ongoing corporate sales consulting

Work Performed

• Assessment of sales team, structure, goals, measurements, motivation and skills
• Development and implementation of pilot channel partner program
• Customized channel sales process and training program development
• Development of competitive sales strategies to outmaneuver large industry leader
• Extensive sales process engineering and testing
• On-the-phone sales team coaching program
• Sales management coaching program
• Ongoing corporate sales consulting

Results Achieved

• Thirty five percent sales increase within 1 year
• Recognized as the “best in class” Reseller program in industry by VAR Business Magazine
• Dealer network developed via The Sales Alliance’s initiative was the primary basis for the company’s sale to a large industry player a year later.

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Case Study #4: Company Description

Supplier of “green” building products to consumers, businesses and dealers

Business Areas Addressed

• Inbound and outbound business and consumer telesales
• Development of business-to-business and dealer program

Work Performed

• Assessment of sales team, structure, goals, measurements, motivation and skills
• Inside sales training program (customized) and sales process
• Development of dealer program and dealer “kit”
• Customized sales training program
• On-the-phone sales team coaching program
• Sales management coaching and training seminar
• Ongoing corporate sales consulting

Results Achieved

• Sales more than doubled over a 2-year period
• Business-to-business sales went from less than 15% to more than 40% of overall sales

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Case Study #5: Company Description

Supplier of computer maintenance services and backup systems

Business Areas Addressed

• Inbound and outbound sales
• Sales by maintenance technicians

Work Performed

• Assessment of sales team, structure, goals, measurements, motivation and skills
• Assistance hiring salespeople
• Customized sales process and training program development
• Specialized training program for maintenance technicians to generate sales leads within accounts they service
• On-the-phone sales team coaching program
• Sales management coaching program
• Ongoing corporate sales consulting

Results Achieved

• 75% increase in sales leads, resulting in an overall sales increase of 20% in first year
• Introduction of firm to a strategic partner whom they later acquired

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Case Study #6: Company Description

Newspaper publisher with over 100 advertising salespeople

Business Areas Addressed

• Field sales (selling advertising to small and large businesses)

Work Performed

• Salesperson interviews and sales process definition and development
• Customized sales training program
• Sales management coaching and reinforcement program

Results Achieved

• Helped firm achieve more than a 20% sales increase in 9 months

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Case Study #7: Company Description

Regional Bell Operating Company in Midwest

Business Areas Addressed

• Business-to-Business Call Center sales teams

Work Performed

• Definition of “best practices”
• Ongoing “best practices” coaching
• Coach-the-coach program
• Coaching metrics

Results Achieved

• Achieved a $17 million sales lift over a 120-day period with a net client investment of under $400,000

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Case Study #8: Company Description

Regional provider of staffing services to large corporations

Business Areas Addressed

• Field sales team new business prospecting program

Work Performed

• Assessment of sales team, structure, goals, measurements, motivation and skills
• Customized sales training program based on unique set of sales process steps
• On-the-phone sales prospecting assistance
• Sales management coaching program
• Development of sales process manual and new hire training program
• Ongoing corporate sales consulting

Results Achieved

• Achieved 30% increase in placements over a 12-month period

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