Featured Case Study: Parata Systems

Posted on Thursday, February 6th, 2014 at 3:02 pm by and is filed under .

Customized Sales Training Initiative Increases Deal Quality, Forecast Accuracy and New Hire Performance Industry leading pharmacy automation company fully integrates world-class selling methodology CLIENT: Parata Systems CHALLENGE: Lack of consistency in the processes and procedures of the organization’s sales team created the need for an outsourced, customized sales training program. SOLUTION: Customize and deliver IMPACT Selling® training and coaching program and fully integrate the methodology with the Parata sales culture and into their CRM platform. The Bottom Line: Parata was recently awarded the ... Read More

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US Air Force Reserve

Posted on Friday, October 25th, 2013 at 9:51 am by and is filed under .

U.S. Air Force Reserve Recruiting Command Licenses the IMPACT Selling® System for Ongoing Success Summary Beginning in 1996, the U.S. Air Force Reserve Recruiting Command failed to achieve their procurement goals for five consecutive years. In 2000, the reserve recruiting command introduced their entire recruiting force to the IMPACT Selling System.  The results were so dramatic that they ultimately decided to purchase a lifetime license agreement for the IMPACT System.  Their license agreement allows internal trainers to deliver IMPACT training as-needed – a ... Read More

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Red Spot Paint and Varnish

Posted on Friday, October 25th, 2013 at 9:51 am by and is filed under .

Red Spot Paint and Varnish Gains Million Dollar Price Differential by Selling Value Summary Red Spot Paint & Varnish, an industry-leading plastic coatings manufacturer, experienced five consecutive years of flat or declining sales. As a result, Red Spot introduced an intense sales-management training program with The Brooks Group followed by IMPACT Selling® training for their geographically dispersed sales team across the US, Canada and Mexico. Results With an 18-24 months sales cycle, Red Spot had to wait nearly a year to see results ... Read More

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Major Original Equipment Manufacturer

Posted on Friday, October 25th, 2013 at 9:50 am by and is filed under .

OEM Gains $2.4 Million in Revenue by Providing IMPACT Training for Dealer Network Summary The subject of this case study, an Original Equipment Manufacturer (OEM) of compact equipment, has quality products and a strong brand.  Faced with an increasingly competitive market, this OEM decided to offer sales training and support to distributors to help them “outsell” the competition. Results Four months after the training program, 60% of the dealer salespeople were selling 1-3 additional units per month.  24% of the salespeople saw a ... Read More

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Healthcare

Posted on Friday, October 25th, 2013 at 9:50 am by and is filed under .

Leading National Long-Term Healthcare Company Licenses the IMPACT Selling® System to Build a Sales Culture Summary This long-term healthcare organization has over 300 facilities nationwide and enjoys strong sales with revenue of over $3 billion annually. But the executive management team wanted to achieve a more profitable mix of managed care, private pay and Medicare in its patient base. This organization was struggling with other sales problems including: Relying on an ineffective “homegrown” sell­ing system few sales reps were using No sales culture – many ... Read More

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Health Diagnostics

Posted on Friday, October 25th, 2013 at 9:50 am by and is filed under .

Health Diagnostics is a national provider of outpatient diagnostic imaging services. With 34 locations in four states – California, New York, New Jersey and Florida – Health Diagnostics collectively offers a full array of advanced medical imaging technologies that provide physicians with accurate, timely diagnostic information. Situation After experiencing a four-year growth rate of 775.8% along with a consolidation of companies under the Health Diagnostics umbrella, the organization began to question whether it could maintain an aggressive growth pattern. During the consolidation process, the varying levels ... Read More

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Leading Regional Food Service Company

Posted on Friday, October 25th, 2013 at 9:50 am by and is filed under .

Foodservice Sales & Marketing Company Reduces Turnover by 30% and Increases Closed Sales By 28% in Only 90 Days Summary This regional Foodservice Sales and Marketing Company began using TriMetrix® assessments as part of their hiring process. The company also enrolled their entire sales force in IMPACT Sales Training. Results Average annual turnover rate in the sales department fell from 50% to 20% The CEO says, “The assessments stopped me from hiring several people whom I normally would have hired. Our largest challenge was constantly hiring people ... Read More

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