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cummins sales training success story

Cummins Improved Quota Achievement by Refocusing on the Customer

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The Results

  • 74%74% of participants reported an increased in closed sales after training.

  • 88%88% of participants reported the training was worth the investment with 67% reporting that the ROI was at least 2X the cost of training.

  • 12%Sellers saw an average increase of 12% in new opportunities per quarter.

The Challenge

Cummins was suffering from a segmented approach to selling. Disparate groups engaged customers in different ways. In fact, the only commonality among the silos was a transactional selling model that ignored the specificity of the customer’s needs. The business discovered that they needed a cohesive selling system that could increase opportunities with existing and new clients. Empowering sellers with a new set of skills could serve the dual purpose of boosting effectiveness and helping them develop longevity within their careers at the company. Meeting these challenges meant adopting a consultative framework. Cummins partnered with Richardson Sales Performance to teach their sales professionals new ways to understand the customer and deliver solutions that engaged those specifics.

The Approach

The business engaged Richardson Sales Performance for their ability to wrap proven practices in industry-specific scenarios that relate to the sellers. Sales professionals and their managers all attended a two-day Consultative Selling programme. The success of training encouraged the business to participate in Coaching for Sales Results, Consultative Negotiations, High-Impact Presentations, Expert Selling Collaborative Account Development, Strategic Prospecting and finally, Service to Sales. The efficacy of these programmes is evidenced by the business decision to permanently adopt the training as part of their sales certification process. Moreover, the universality of the programme’s core principles helped sellers ranging from such diverse locations as the South Pacific, South Africa and the U.S.

I won an opportunity by applying my listening skills, providing a solution to the customer’s needs and using the correct product for their application.
Sales Associate, Cummins

Solutions that made this possible

young sales professional sitting at her desk on the phone with a client using the consultative selling skills she learned in richardson's training program

Consultative Selling Training

Sprint Negotiations Training Program

Sprint Negotiations Training

agile sales coaching training program

Sprint Sales Coaching™ Training

Sales Presentation Skills training program

Sales Presentation Skills Training

attractive male and female sales professionals looking on a smart phone to review an account plan they learned how to create in richardson's prosperous account strategy training program

Prosperous Account Strategy Training

young stylish african american sales person completing her prospecting activities on her phone because she has the ability to prospect with agility after completing richardson's prospecting training program

Sprint Prospecting Training

Enhanced Service Through Consultative Sales training program

Enhanced Service through Consultative Sales Training

sales skill assessments

Sales Skill Assessments

two sales managers looking at a desktop reviewing metrics that show the impact of sales training on their team's performance.

Measurement at All Levels of Performance