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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

 

Work Performed

 

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

 

Selling computer devicesBusiness Areas Addressed

  • Inside and Direct Sales to major corporations
  • Achieved board-mandated 40% sales increase via “stealing” competitor accounts
  • Developed and deployed a unique sales “war room” to coordinate a competitive assault

 

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 distributorsselling-power-supplies
  • 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 Addressedconstruction sales

  • 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 oucomputer salestbound sales training
  • Up-sale program for maintenance technicians
  • Major account opportunities
  • Sales compensation
  • Sales coaching

 

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 DescriptionAdvertising and Media Sales

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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call center sales training

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

 

 Work Performed

sales deal

  • 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

 

 

Results Achieved

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

 

 

All Rights Reserved. The Sales Alliance Inc. San Diego, CA

 

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Sales Classes | Sales Training Courses