Performance Management: Global Paint Manufacturer

Business Need: The commercial coatings sales force was not using a common selling process/model. This business division had serious problems with forecasting, generating leads, qualifying prospects and securing new customers. They experienced inconsistent sales performance and consistent high turnover.

Our Solution: We facilitated multiple Discovery Planning® sessions with exemplar field sales managers to identify required selling tasks, define performance requirements and identify gaps. Subsequent sessions guided these managers to develop, prioritize and implement improvement actions. Once consensus was achieved on requirements and actions, we captured their best practices into a blueprint for success to improve selection, training and on-the-job coaching.

Results: The entire sales organization adopted the same playbook. Managers consistently followed practices and executed strategies which they owned and helped create. The results were faster-ramp up times, improved productivity, reduced turnover, increased sales to new and existing accounts, greater account penetration/retention and stronger customer relationships.

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