Case Summary
Precision Aviation Group (PAG), a leading provider of inventory supported maintenance, repair, and overhaul for both rotary and fixed-wing aircraft needed to standardize their sales process and account management approach after integrating a new acquisition. Symmetrics Group worked with the sales team to build a consistent sales process, facilitate account development strategies across their top customers and evaluate the skill set and strengths of the current team to optimize overall performance.
Business Challenge
PAG was formed after Precision Heliparts acquired Precision Accessories and Instruments. After the acquisition, they sought to establish a common sales process and account management approach to capitalize on their expanded capabilities across their combined customer base. They were looking for a solution that would enable them to grow sales at their largest customers across the globe while at the same time developing an industry-leading sales process and organization.
Symmetrics Group Approach
PAG engaged Symmetrics Group to develop sales and account planning processes and to then deploy these processes throughout several working sessions with their team. By using the working sessions to deploy the new processes, they hoped to integrate the methods into their business and avoid a creating a training “event” that might result in less than optimal retention and overall value. The objectives for these sessions were to…
- Create standard tools and processes that both properties and corporate salespeople could leverage
- Facilitate the development of account strategies for their top 20 global customers
- Develop sales skills in the areas of planning, discovery, and positioning
- Assess the current level of sales skills and make recommendations for the team and talent
Symmetrics Group brought leading sales practices to PAG and worked with the company’s leaders to tailor these practices to the specific needs of PAG’s sales team, a team which must balance both sales and customer service responsibilities. Together, Symmetrics and PAG prioritized their existing accounts and improved focus on their top accounts. They conducted individual account planning sessions with the sales team and embedded account metrics into their MBO targets. After the initial rollout, they continue to facilitate update sessions where they review account results and update strategies as needed.
Results
With the launch of their new selling tools, skills, and account strategies, PAG has seen dramatic growth in both the number and size of their strategic accounts. The company has experienced 23% annual growth over the past eight years, mainly driven by sales increases to their top 20 global customers.
