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Case Studies
Organizations of all sizes, representing a wide variety of industries, utilize The Sales Board and Action Selling™ to enhance sales performance.

What kind of companies do we work with? 

Hear what our clients have to say about Action Selling.

The Client: Worldwide Financial Services Provider
The Challenge: The client's challenge was plain and simple: increase revenues and build the sales pipeline.
The Solution: The Sales Board conducted an initial workshop with a cross section of 20 salespeople from two domestic business groups.  During the 2-day workshop, the client's Best Sales Practices were built and documented and a training program steeped in reinforcement and measurement was delivered.
The Results: Eight months after the Action Selling™ workshop, the VP of Training and Quality received "early returns" from an internal ROI study.  The results showed that since the inception of Action Selling, the group "reported a $16.8M revenue increase and $10.3M in the sales pipeline, all of which is directly attributed to Action Selling."  Based on the fast return on investment, the client trained the rest of their sales team in the two domestic groups, as well as the same groups overseas in London and Amsterdam.

The ROI study was updated six months later.  The original group of 20 salespeople that participated in the pilot study of the Action Selling  program had increased their total revenue and sales in the pipeline to more than $33M.
 

    
The Client: Architectural Services Provider
The Challenge: The client wanted a defined sales process for its sales team to follow. They had difficulty trying to sell the value of an intangible service that was seen more as a luxury than a necessity.
The Solution: The Sales Board delivered a 2-day onsite Action Selling™ workshop for the sales staff, creating a solid sales process and documenting the company's Best Sales Practices.  12 weeks of Skill Drill Modules followed, further honing the new selling skills the group had acquired.
The Results: In just 3 months after the Action Selling workshop was delivered, "My business grew by at least 20% and my [sales] team's professionalism and sense of confidence has increased as a direct result of the Action Selling program," stated the CEO.

He went on to say, "Having a clear understanding of the sales process and where each sales team member scores has made management by success both focused and effective for the first time.  We really do appreciate what The Sales Board brings to our equation."
 

The Client: Financial Services Provider to the Agricultural Industry
The Challenge: The client wanted to develop a common selling language amongst its diverse and remotely located sales force.  They also wanted to educate their sales force on how to gain commitment from prospects as well as train sales managers to become coaches who reinforce positive behavior from their team members.
The Solution: The Sales Board conducted multiple on-site Action Selling™ workshops with the sales force to link all of the groups together with an easy to understand, common selling language.  The Action Selling program showed participants how to set call objectives and gain commitment at each step in the sales process. It also gave the management team the tools to be successful mentors and coaches to their sales teams.
The Results: After the sessions were completed, the VP of Sales reflected on the Action Selling program and stated, "Thanks for three excellent training sessions.  Never having seen you in action before, we all felt we were putting our reputations on the line in front of a very tough group.  At first, I thought we had to sell [the sales force] what they wanted, not what they needed in regards to training.  But our instincts were right and we made a very good selection in you [The Sales Board] and Action Selling."
 

The Client: Medical Product Manufacturer
The Challenge: The client had one basic, yet very important goal: increase revenues.  However, they also wanted to turn their salespeople into consultants in the eyes of their customers.
The Solution: The Sales Board conducted an on-site Action Selling™ workshop in which the sales team learned how to prepare themselves for each call by setting commitment objectives and ways to uncover their customer's real needs rather than "feature dumping" as they had previously practiced.  They also learned how to prove and sell value as well as differentiate themselves, their products and their company from the competition.  12 weeks of Skill Drill modules facilitated by sales management ensured the group's newly acquired skills became habit.
The Results: The Director of Sales spoke to a Regional Sales Manager one week after the Action Selling workshop and received the following comments: "They [the sales team] have enthusiastically embraced the Action Selling course and are extremely excited with the opportunities for 2003.  They claim this program to be one of the best ever."

"The value of Action Selling is showing itself in their day-to-day calls.  They all had multiple successes as a result of setting commitment objectives for each call.  They used the [Action Selling] steps required to gain the information needed to move from one goal commitment to another.  They've seen a [positive] difference in the customers response to themselves."
 

The Client: Real Estate Sales Division of a Golf Community
The Challenge: The client needed to create and increase sales during a normally slow time of year for business.  The VP of Marketing was concerned that, "We may not have a selling season this year."
The Solution: The Sales Board delivered an on-site customized facilitation of the Action Selling™ training program for the sales team, including documentation of their Best Sales Practices.
The Results: At the conclusion of the 2-day workshop, the VP of Marketing stated, "We've had many other sales training programs, but this one was the most relevant to our situation.  We tailored it completely [to our organization] and actually documented our Best Sales Practices."

Five months after the Action Selling process was instituted, the Vice President of the property management company, who also participated in the training stated, "Our record setting success in June and strong performance in July is in no small part a testament to our staff's dedication to learning and practicing the Action Selling program.  Each of us has grown professionally and expanded our horizons in helping our clients achieve their goals.  2002 was one of our most successful years ever!"