Mayfield Plastics Inc. A Manufacturing Company The Challenge: A third generation plastics manufacturing firm had relocated to a new location and constructed an expanded manufacturing facility that would enable the company to triple sales. The president was conflicted about how to grow sales while managing a substantially larger organization. The Solution: Determine the capability of the sales force to triple sales. Design a consultative selling system. Coach the president on how to actively manage the sales process while helping him increase the skills of existing sales people while searching for additional sales people. Help the president reorganize the entire company while eliminating non-productive non-sales employees. Implement a Management by Objectives program. The Outcome: A new management team was established that was coached to use a Management by Objectives system. Sales people began prospecting selectively using tightly defined criteria. Non-productive manufacturing employees were replaced. A junior sales person began to develop six figure accounts and expanded sales into new territories. A senior sales person began to sell larger accounts. Compensation program for the sales team was adjusted to provide more compensation for new business. Unique Selling Systems searched for, identified, and recruited a nationally known sales leader in the plastics industry to become the general manager of the company. This enabled the president to devote more time to strategic issues while a reorganization of the entire company was completed. The company has significantly increased sales and is poised to triple growth within the next five years. The Continuation: Harrison Greene serves on a continuing basis as a trusted adviser to the president and general manager to help the company continue to increase sales and manage growth. Another Unique Selling Systems Success Story “Harrison Greene provided me with the confidence and knowledge to transform my company from a ‘job shop mentality’ into a major player in the plastic thermoforming industry. He enabled our sales staff to think bigger and more selectively. His ability to identify and recruit a talented general manager has helped Mayfield Plastics become one of the most respected companies in our industry. By helping us manage by objectives we are positioned to attain new goals.” - Ron Cross, President and Chief Executive Officer
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