The challenge

​The client needed to integrate10-15 sales teams after a series of acquisitions. Sales leaders realized their sellers were positioning features and functions instead of communicating the full value of the newly built end-to-end platform. Because of this, reps struggled to have C-level conversations.  

 

The executive team wanted sales managers to activate sweeping changes in how sellers sold, and whom they sold to match the product value proposition.  To do all that, the sales leadership team realized that their sales managers needed help. 

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Selling is about personal mastery, and sales management requires the skill to coach reps to proficiency. To be successful, the sales management team expected new ways of thinking and new ways of working to capture client value to achieve cross-selling numbers.

 

The client turned to Growth Matters to help sales managers overcome barriers and deploy routine management disciplines. Through a year-long sales manager development program inclusive of coaching and training the sales management team moved from overwhelmed to driving a positive impact on their business.

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Result: 400% pipeline growth and 200% increase in average deal size, increased competitive win rates.

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