Sales Case Study: Publishing Industry
Overview
A large publishing organisation engaged Maximus’ expertise when faced with increased competition in the marketplace.
Client objectives
To improve the performance of the sales force by transforming the team members into sales leaders who are:
- Relationship focused
- Proactive, innovative and able to drive their business
- Decisive, with the ability to think laterally
- Focused on business impact and customer service
- Entrepreneurial and opportunity-minded
- Able to identify and address under-performance
The solution In order to improve the capabilities of the sales force, Maximus designed a tiered solution, with a strong focus on individual performance. This was implemented over the course of a year. |
Outcomes to date
- A structured sales process has now been embedded throughout the business and is used by sales managers, account managers and sales executives.
- Improvements in sales outcomes have been evidenced with increased activity by the sales force leading to more opportunties.
- All employees have the necessary tools and resources to support them in improving their sales activities and outcomes.
- Competencies have been embedded in the entire employee lifecycle i.e. recruitment, induction, performance and development.
- There is a strong internal focus on sales coaching and career development.
Feedback from key business stakeholders
 | What a change you have cast across our sales force. We are now a very buoyant, energised and focused team. It is great to see the hard work being rewarded so early on. Those two powerful days woke a few people up!!! |  |