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Commercial Contracting Organization - Sales Process Development
This organization is a cooperative, association of independent plumbing, heating and electrical contractors. The mission of the organization is to provide educational programs to their 350 member organizations.
The Challenge
The sales leaders from this organization had bought an implemented an off-the-shelf sales training program from a third party, but was unsure if it was as effective as it could be for the home service industry. They wanted someone to evaluate their sales process against sales best practices and give recommendations for refining the process. The ultimate goal was improve sales effectiveness of their team and make them more profitable.
The Solution
We did an extensive evaluation of the sales process, rode along on calls with the team members, observed effective vs. non-effective engagements, and conducted market research with their consumers as to what they really wanted. As a result of the observation and research, we developed and implemented a custom sales methodology tailored specifically for their team and the home service industry. This included coaching, scripts, checklists, specific questions to ask of their clients, and even letters. We also helped the organization implement the methodology and develop meaningful measurements that the team could use to evaluate progress and refine their approach. One of the key elements to delivery was an in depth understanding of the customer, the time frame each team member had to establish a credible relationship, and then work with the customer’s thoughts and attitudes in addition to their technical needs. By doing so we were able to create a new sales process for how plumbing, electric and HVAC companies engage the customers.
The Result
While numbers varied across the numerous independent contractors, sales grew an average of 20%-30% with growth as much as 200%. One of the key contributors to such success was an overall higher win rate and higher average revenue per deal which was a result of better qualification and discovery during the sales process. Since implementation of this custom sales methodology, the organization has now put over 3,000 individuals through the program and continues to do so today.
