Home Background Services Customers Testimonials Activsales Contact        Background Details Personal Profile My Business Principles Testimonials Case Studies   - Retail Sales Team   - Service based Business to Business   - Key Account Sales Person   - FMCG Irish grocery trade          Case Studies        (With permission from clients)          Key Account Sales Person          Business Overview: Key National Account sales person in the business selling products to Key Accounts in Business to Business. Working with this business for over 15 years and in his own words he had gone stale. He was only hitting the plan on occasions.        Researched key issues by spending time with the teams:        I conducted online profiles Xt, Sales Indicator, Selling Profile and Checkpoint 360. We then spent a day in his office reviewing his business process and the following day was spent in the trade calling on his accounts.          a. No advanced selling skills a. Same selling style for all customers b. Not asking enough questions c. Poor pre call planning d. No account plans e. No joint margin focus plan with the account f. Poor negotiation skills and understanding of the process g. Poor time management skills                   Set targets to measure training:        a. Hit budget + 0.5% ahead and margin b. Create robust account plans c. Put in place four half day coaching sessions                   Results:        a. Hit budget + 4.6% ahead of original plan b. All accounts over €80,000 @ 20 have detailed account plans agreed with the accounts c. Coaching sessions completed and on-going                            top of page          Mc Kernan Training Solutions: Malahide, Co. Dublin, Ireland          T: +353 1 845 4700        M: +353 87 677 4000        Email: info@mckernantraining.com        Powered by: go2web