Case Study for Achieving Sales Excellence The Situation A sales organization in a Fortune 500 high tech company had lost considerable market share during the last year. Despite efforts to bolster the sales force and the introduction of a new consulting services package designed to help their customers manage their back office operations more effectively, sales continued to slump. An assessment done by an independent marketing company indicated that the clientele no longer view the company as a viable player in the market. The reasons for this were sited as: A. ineffective sales and service reps who lacked credibility, B. confusion about the way a given product or serviced functioned, C. a disconnect around the way a given product or service might solve an existing customer problem. The Problem • Low morale and high turnover among sales people • Customers complaining that sales people were not consultative and did not solve their business problems • Sales people had difficulty identifying and selling to the high end customers. The QPS Solution • Used 20/20 360 feedback system to determine strengths and weaknesses of the sales force. • Took the sales force through a customized version of Achieving Sales Excellence and High Value Prospecting to provide consultative selling skills and account development strategies respectively. • Introduced a new MBO system designed to leverage the new skills and reward sales people based upon customer satisfaction ratings, new market penetration, initiative, and demonstrated problem solving abilities. The Result • The company increased market share by 8.25% after the first year of implementation of the sales initiative. • Employee retention improved to the point where the company cut the number of new sales hires for the new year by 40%. • Several successful sales persons were promoted to management roles within the sales organization.