Shifting from Reactive to Proactive in Customer Outreach
Our client had primarily grown through 40+ acquisitions and decided to shift from acting like a portfolio of companies to performing like a portfolio of brands.
Originally, the sales team took a reactive approach to customer interactions. The goal was to transform this approach to a more proactive, consultative approach, with a more methodical way to conduct account planning and analysis. By doing this, the client could better recognize potential revenue opportunities and drive greater organic growth within its existing customer base.
Symmetrics Group Approach
Symmetrics Group began by developing a client-specific “Way of Sales” that would act as the common sales methodology across the company. We trained all sales teams on this approach.
Once the training was complete, we went into the field to not only drive the account planning process, but also to actively coach and reinforce the new methodology in customer-facing sales meetings. This gave sales team members the onsite support and direction they needed as they adjusted to these new processes.
Finally, Symmetrics Group delivered ongoing reinforcement tools such as webinars, meetings-in-a-box for sales leaders, and “tips and tricks” communications to provide ongoing coaching that would support long-term process adoption.
The new methodology has already begun to bear fruit for the company. Our client has seen new product placement and new product store tests at multiple growth accounts within the Garden division as a result of the new sales approach.
The Multigenerational Sales Team
More effectively leverage talent across generations who think, sell, and buy in vastly different ways and overcome generational obstacles to drive improvements in both individual and organizational performance.