CASE STUDIES
Read how Greg Bennett Sales Training changed the success level of 3 sales organizations
Quick links:
- Case study #1: A top sports marketing company wanted to dominate its space and become the best in the business
- Case study #2: A company engaged in selling transforms into a real sales organization – with explosive growth in revenue
- Case study #3: Consultants didn’t like to sell! Coaching and training skyrocketed their sales abilities – and company growth
Case study #1
A top sports marketing company wanted to dominate its space and become the best in the business
Challenge: A company involved in buying and reselling the marketing inventory of top sports teams wanted to grow to be the most dominant player in the space. Whenever company leaders took over a new property, they hired local sales teams to hit the streets and close business. To meet their goal of being the top player, they needed to create the most revenue possible at each location – their salespeople had to be really good.
Company leaders were challenged to find a sales trainer who would take time to get to know the entire sales process. They needed someone who could engage their people and provide killer training and coaching to create real, lasting improvement. (Most trainers aren’t willing or able to do that. They just want to sell their generic programs and move on.)
Solution and outcome: This was right up Greg Bennett’s ally, because he firmly believes in forming training and coaching partnerships, not just selling programs. Bennett invested the time to understand the challenges, unique selling propositions, market conditions, and more. He created a comprehensive training and coaching program that this company has been using effectively for over 6 years.
Bennett worked with top managers and training coordinators to create a powerful New-Hire Training Curriculum that he teaches to new employees twice a year. Plus, he provides ongoing, new training programs through companywide workshops (live and online).
When Bennett started working with the company they had 9 properties. Within 3 years the company added 30 properties. Now approaching 60, they are firmly established as the top player in their space. Success!
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Case study #2
A company engaged in selling transforms into a real sales organization – with explosive growth in revenue
Challenge: A 60-year-old roofing supply company had always been an innovator in how it took its products and services to market. The owners and leaders created beautiful retail showrooms, staffed with inside and outside salespeople. Their showrooms were professional and unique, and their salespeople were knowledgeable and friendly – but they didn’t have the systems in place to become a true sales organization.
The company’s sales team lacked performance standards, goals, clear expectations, and accountability. And there was no consistent, solid training curriculum or coaching. While the company had been doing “okay,” that wasn’t good enough for the owner or his top managers. So when they heard of Greg Bennett’s personal sales training, coaching, and consulting program, they made the move to get him involved.
Solution and outcome: Bennett doesn’t work with just any organization. He believes that when organizations employ his unique selling approach and are coached with his driving style of positive persistence, explosive growth happens. And he will only help grow companies that he believes in.
The good news: The company liked and trusted Bennett, and he was impressed by their people, vision, commitment to success, integrity, and commitment to quality. So they formed a coaching partnership. (Bennett only forms long-term partnerships versus “one-night stands.”)
Bennett immediately went to work on the entire sales culture. He sat down with top company officials to set goals, establish performance standards and expectations, and improve the overall talent pool. Next, he created a customized, 25-module training program for the inside and outside salespeople. He began working with the new key sales executive to implement a powerful training and coaching program.
The first year Bennett worked with the company they logged $42 million in sales. In year two, they achieved $49 million in sales. In year three, $62 million in sales! While not all sales growth can be attributed to Bennett, his ideas, energy, and coaching are a large part of this company’s ability to thrive and grow in a tough economy!
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Case study #3
Consultants didn’t like to sell! Coaching and training skyrocketed their sales abilities – and company growth
Challenge: An established consulting firm with top-flight professional IT and project-management consultants needed to grow but didn’t want to hire salespeople. The company didn’t like the model of having salespeople sell projects, then handing them to consultants to do the work. Company leaders wanted to grow the firm by having their associates make new client introductions and sell projects.
Their challenges were many. Primarily, their consultants weren’t trained salespeople – they hated to sell! They weren’t closing enough business to sustain growth and keep people off the bench. Plus, the traditional sales training available on the market was too salesy or too foreign to their world. As their people became more turned off than ever to the concept of selling, company leaders searched for a way to make their model work.
Solution and outcome: Greg Bennett’s sales training is based on a nontraditional model of finding and closing business, while simultaneously building relationships. So folks who have to sell but don’t see themselves as salespeople – and don’t want to change their personality to be effective – have always flocked to his trainings. Plus, his training model is based on the mindset and skill sets of the psychiatrist, so professionals tend to get it and enjoy using the strategies immediately.
Bennett began working with the firm to create an entirely new set of sales training modules. And he immediately began providing coaching for all levels of leaders, managers, and associates.
The results have been amazing! Nontraditional salespeople are selling more new client engagements than ever – and actually enjoying the process! When Bennett started working with this company, it was positioned in 1 market and had 40 associates. Within 3 years, the firm expanded to 7 markets and has over 400 associates actively closing business.
What Bennett works on expands!
Ready for explosive growth?
If so, we need to meet – but we may not be a fit.