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Representative
Case Histories
- Fallon Community Health Plan - For this Worcester, Massachusetts HMO, we
evaluated representatives in three sales departments, each handling a different client demographic. A "Best Practices Selling System" was
developed, followed by in-the-field demonstrations of the sales techniques. Representatives were taught how to
use the System, and their performances were critiqued. We designed collateral sales materials and coached senior sales
management and sales managers.
- KeySpan Energy Delivery - Unique Selling
Systems totally re-engineered this public utility's residential sales organization. Staff assessment and training, design
and implementation of a new "Best Practices Selling System," and collateral sales materials were included in our services. We also conducted
needs assessments with customer service personnel to determine implications for sales training. We planned and
organized the annual sales meeting and provide ongoing coaching for sales staff and managers.
- Computer Learning Center - Attrition of the admissions team coupled with
declining enrollments prompted us to complete an indepth review of this career school's sales process. As a result, we
redesigned the admission process, then recruited and trained a new admissions manager and admissions team, identifying
those people with the core competencies required to adopt the new system. The school realized a 100% increase in
enrollments compared to the corresponding time period the previous year.
- Worcester Publishing Company - This long-term and on-going relationship began in 1988 with the development of a
Sales System which the publisher has called "the backbone" of their sales efforts. We continue to provide
consulting services to senior management and staff as needed.
- Brady Rooms, Inc. - This manufacturer of sun rooms needed to recruit and train in-home sales representatives
who could relate to today's pressure-adverse consumers. We designed a new relationship-oriented needs-based selling
system and coach new and existing representatives on its use in the field.
- And on a personal note...
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