CLIENT

OUTCOMES

VERSATILE SALESPERSON (VSP)    

Fortune Global 200 pharmaceutical company

• In a control group study, salespeople who completed this program, had a market share that was 53% higher than salespeople with the same level of experience who were in the control group and did not receive training
• The 53% market share improvement occurred 3 months after training and remained 6 months after training and 9 months after training.
  

• 3 months after completing NTY, salespeople reported an increase in sales of $2,689,000 as a direct result of using skills they learned in the NTY workshop.
• An impact evaluation 3 months after the course showed significant skill improvement in all 14 behaviors taught in the course.  Skills with the greatest improvement included:
• “asking the right questions to identify the interests of clients/stakeholders and plan accordingly”
• “going to the balcony before and during the negotiation to diffuse negative emotions and to ensure productive negotiation”
• “Identifying potential ‘people problems’ that affect the negotiation and plan accordingly”
• “Asking the right questions to move the negotiation towards achievement of mutually satisfying outcomes”
• “developing a Best Alternative To a Negotiated Agreement and planning carefully before generating options”
• 95% of participants reported that skills learned in NTY resulted in an improvement in work productivity of 11% or greater
  

• 6 month after completing SAS, salespeople reported an increase in sales of $1,469,710 directly attributable to using skills they learned in SAS.
• Before SAS, 16% of salespeople were earning appointments with client executives;  after SAS, 47% were earning appointments with client executives
• For every dollar invested in implementing SAS, this client enjoyed an increase in sales of $43 making the ROI ratio 43:1
• The 2 skills with the greatest improvement included:
• “providing value to customers during meeting with them”
• “better understand the business issues your clients face”
  

• Before SAS, 29% of salespeople were earning appointments with client executives;  after SAS, 75% were earning appointments with client executives
• 94% of all participants indentified new sales opportunities as a result of skills learned in SAS
• 62% of all participants closed at least one new deal as a direct result of skills learned in SAS
  Counselor Salesperson (CSP)    Small semiconductor equipment firm
  

• Less than one year after CSP, salespeople reported an increase in sales of $1.9 million as a direct result of using skills learned in CSP
• For every dollar invested in implementing CSP, they got $35 in increased sales resulting in an ROI of 35:1
  

• Less than 1 year after completing CSP, salespeople reported sales increases totaling $2,510, 709 as a direct result of using skills learned in CSP.
• 68% of the participants reported substantial skill improvement with asking the right questions to identify clients’ current situation and needs
• 69% of the participants reported it was easy to apply the CSP skills with customers
• 68% of the participants reported the skills learned in CSP helped them find new sales opportunities and maintain existing client relationships
  

• Less than one year after completing CSP, salespeople reported increases in sales totaling more than $4,200,000 as a direct result of using skills learned in CSP and the coaching they received from sales managers trained in Coaching CSP.
  

• Sales mangers trained in Coaching CSP had salespeople with sales results 56% higher than salespeople whose managers were not trained in Coaching CSP.

• Salespeople completing TIS had sales 22% higher than salespeople with the same level of experience who had not completed the program.
  

• 92% of participants reported increases in work productivity as a direct result of using skills learned in BRV
• 58% of participants reported increases in productivity of 26% or greater
  

• A customized version of GA was delivered to pharmaceutical sales representatives in the US, Europe, and Japan.  Participants improved their ability to:
• Quickly establish rapport and trust with physicians and other healthcare providers
• Anticipate cultural expectations physicians from different cultures would have for the amount of time and energy spent on task issues versus relationship issues during a sales call