QTS Nearly Triples New Sales Opportunities
The Results
70%Over the 12 months following the programme, an average of 70% of opportunities in Commit reached Final Terms.
3xSales figures jumped nearly three-fold as 62 new opportunities reached prospecting compared to just 22 for the same period in the previous year.
The Challenge
Data center management business QTS has a national presence with 10 data centres across seven states serving over 875 customers. However, as QTS grew through acquisitions, the company discovered that sales processes varied among leaders. Moreover, many of the ingrained selling strategies consisted of a transactional approach focusing on technological capabilities rather than underlying customer needs. QTS resolved to instil more rigor in their sales process with a refreshed approach towards reaching aggressive goals. Doing so would require an end-to-end solution representing an ongoing commitment to new selling practices. Meaningful change would need to come from a unified process that shifted from transactional to consultative. QTS partnered with Richardson Sales Performance to develop a customised approach called Selling the QTS Way. The programme consisted of six key steps linked to verifiable outcomes to track and continuously improve seller performance.
The Approach
QTS partnered with Richardson Sales Performance to benefit from a customised approach that speaks to the real-world challenges of selling in a particular industry. Richardson Sales Performance started the programme design by interviewing the VP of sales, the COO, two regional VPS and EVP. From these details emerged a two-day workshop called Selling the QTS Way. The programme consisted of six key steps: Prospecting, Qualification, Solutioning, Proposal, Negotiation, and Final Terms. Richardson Sales Performance and QTS identified verifiable outcomes for each of these steps. With measurement comes visibility of progress. Additionally, these measurement points allow for more accurate forecasting as opportunities move through the pipeline. To create continuity among selling strategies, Richardson Sales Performance also developed Coaching for Results. The five-step process equipped sellers with the capability to be responsible for their own development.
The team appreciated having the chance to role play the scenarios in a safe environment. I’ve personally never run into a course that motivated sales teams to want to role play, ever.
Solutions that made this possible
Sales Process Consulting & Training
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
Our QuickCheck sales training technology reinforces key concepts via your team’s mobile devices to support continuous improvement in only 3 minutes per day, 3 days per week.
Sales Manager Coaching Tools
Richardson Sales Performance’s Manager Meeting Toolkits are a collection of Leader’s Guides built specifically for frontline Sales Managers to use in leading training reinforcement sessions with their teams.
Sprint Coaching™ At a Glance
Richardson’s sales coaching training programme, Sprint Coaching™, teaches an agile approach to sales coaching that turns professional development into an iterative and flexible process. It helps sales managers shift from being an expert who commands team members, to being a coach who empowers self-motivated learning and improved results.
Consultative Selling Training
This training programme teaches a customer-focused approach for planning and executing sales calls. Teams learn to engage customers in needs-based dialogues that build credibility, enable better problem solving, and foster customer openness to uncover critical information needed to position a compelling solution that differentiates your team.