Inefficient Sales Management and a Low-Performing Sales Team
Despite the company’s position as an industry leader and a well-known brand, sales leaders at Time Warner Cable Business Class (TWCBC) saw potential to streamline their management processes and increase efficiency. The company’s sales metrics indicated that the sales organization wasn’t performing at its highest level or closing sales at a rate equal to their efforts.
“Our team wasn’t satisfied with the results they were getting from their prospecting initiatives, despite the fact that they were putting tremendous energy into those activities” – Luke LaPresta, Sales Manager for TWCBC’s East Region.
TWCBC decided that they needed a top-down solution to provide sales leaders with tools to jumpstart sales internally.
Training Managers to Teach, Support, and Inspire Their Team
TWCBC used xPotential’s xSell Sales Leadership Training to help their sales leaders maximize their potential as managers and get the most out of their teams. Through constructive role-playing exercises and trainings based on relevant selling principles, sales leaders learned how to run sales meetings productively, conduct one-on-one reviews effectively, communicate sales strategies clearly, and increase accountability among team members.
xPotential Selling’s customized and comprehensive xSell Training methodology provided simple, practicable instructions for revamping their sales process and re-energizing their team.
“Since completing the training our results have dramatically increased – last month the team finished above 110%,” – Stan Smith, East Regional Sales Manager