COMPanion Corporation is a leading educational software company with over 10,000 clients worldwide. Founded in 1987, COMPanion provides technology solutions to universities, public libraries, and schools. With heightened competition, and an overall downturn in K-12 educational software funding in 2003, COMPanion’s executive team saw the need to drastically improve the sales skills and performance of their sales team in order to maintain competitive advantage and increase market share.
The Goals
- Improve overall selling skills of each sales person
- Increase qualifi ed lead generation
- Increase up-sell percentages within customer accounts
- Decrease number of discounts and price concessions
- Development consistent, corporate-wide selling process
The Solution
- Implement The DNA Selling Method, Power Prospecting,
Winning Sales Presentations and Sales-Side Negotiation
training in each sales department - Utilize post-training consulting and implementation
programs to ensure corporate-wide skill adoption and permanent change
The Results
- Over 100% increase in gross sales within twelve months of initial trainings
- Over 400% increase in sales pipeline growth within 90 days of Power Prospecting training
- 12% decrease in total dollar discounts on closed sales from previous year
- Lower than 10% sales rep turnover since initial trainings in 2004
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