Quota Process - determine the sales skills required for success in your unique selling environment, perform a gap analysis to identify development needs
Result - develop and deliver custom programs to instill and continuously reinforce the regular practice of critical selling skills
Case Study - Redefined Prospects
Problem
A technology company revamped its software to a suite of tools instead of a point solution. Selling a suite promised larger revenue per sale, but the sales process had to change. Now "C-level" executives and committees were involved in the purchase instead of just director-level buyers.
Solution
Quota, Inc. was retained to develop a custom sales training and reinforcement program. The content included identifying top tier prospects, connecting with C-level executives, competitive positioning, creating urgency in the sales cycle and presenting an ROI. The five-month program included a series of instructor led training sessions, tele-conferences for reinforcing the program and publishing instructional and motivational memos.
Result
The average sale increased from $50k to $150k, and two sales for over $500k were closed in the fourth quarter of the year the program was implemented. New salespeople were added to the team and sales increased over 40% to $14 million the next year!
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