Ferguson Develops Sales Managers to Achieve Revenue Growth
The Results
50Achieved this basis point improvement in the trading margin.
74%of participants reported increased sales post-training.
48%of participants reported at least a 10% increase or greater in sales post-training.
The Challenge
Ferguson was looking to grow market share, increase revenue, and improve gross margins by improving customer service with more knowledgeable and engaged associates. The company recognised that working with its sales leaders, and developing their coaching skills, would be the most effective way to reach all outside sales associates and have the desired impact on both business change and process change. However, there had not been any formal coaching training and as a result, there was no consistency in the coaching approach throughout the organisation. Therefore, the decision to focus time, resources, and funding at the sales leadership level became the driving force behind Ferguson's partnership with Richardson Sales Performance to implement a more formal, step-by-step process to support sales managers in coaching their teams.The Approach
To achieve its goals and objectives, Ferguson partnered with Richardson Sales Performance to implement a more formal, step-by-step process to support sales managers in coaching their teams. To grow market share, it was necessary to first benchmark the current skill level of sales managers in order to leverage resources to lead and drive growth. To improve gross margin, Ferguson implemented a consistent sales coaching methodology across all sales managers that enabled them to develop their associates in the skills and behaviours necessary to build stronger internal and external relationships, leading to improved sales performance. In effect, sales leaders used coaching to create high-performance sales teams.Our managers came back from last week’s meeting engaged, enthusiastic and energised. They immediately hit the ground running. I have already witnessed them using the coaching skills with our sales force, especially asking questions rather than telling behaviour. With continued focus and effort on our part, this will make a big difference.
Solutions that made this possible
Professional Sales Process Consulting Services | Richardson Sales Performance
Discover how our consultative approach to sales process and development training helps organisations match their sales process to their customer's needs.
Mobile Sales Training Reinforcement | Richardson Sales Performance
If you don't reinforce training you lose out on your investment! Richardson Sales Performance's mobile sales training reinforcement tool ensures you maximise training ROI.
One-on-One Sales Coaching Advisers | Richardson Sales Performance
One-on-One Sales Coaching Advisers is a high-impact service consisting of telephone coaching sessions led by a Richardson Sales Performance Sales Coach.
Sales Skill Assessments | Richardson Sales Performance
Our proprietary sales skill assessments offer evidence based clarity on where you team is today and where you need to go.