This case study captures key issues and results for Motor Coach Industries (MCI) and its implementation of the IMPACT Selling® methodology. MCI engaged The Brooks Group to deploy sales training, sales management training, and negotiation skills training. The results? MCI has enjoyed a gross profit increase of 6% vs the previous year, a 20% YOY increase in EBITDA, a 30% increase in orders booked and delivered, and a 50% increase in forecast accuracy.
This case study captures key issues and results for R.F. MacDonald Co. and its implementation of the IMPACT Selling® System. The use of talent assessments, sales training, and coaching reinforcement provided by The Brooks Group has led to improved hiring and retention and consistency of the sales process.
The use of talent assessments, customized sales training, and coaching reinforcement provided by The Brooks Group has led to zero turnover in the past year-and-a-half, a common language and sales process, and a concrete coaching structure used by Sales Managers on a daily basis.
“One of the reasons we chose The Brooks Group was their attitude towards customization. We didn’t want to modify everything. The collaboration involved in the process, as well as the simplicity and ease of roll-out of the initiative, made IMPACT an immediate culture match for our organization.”
Four months after the training program, a detailed analysis showed these increases: 60% of the dealer salespeople indicated that they have sold 1-3 additional units per month as a result of their training. 24% of the salespeople have increased gross margin per unit sold.
This Long-Term Care Facility Network is thrilled with the success of IMPACT Selling®. People at every level of the organization believe that IMPACT has become a positive part of the organization’s culture. Sales personnel throughout the organization are committed to using this selling system to get better, more consistent results.