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Innovating for Growth
BW Technologies Establishes Sales Management Strategies
Named one of Canada's fastest growing companies, BW Technologies has been exceeding
shareholder expectations and growing at a rapid pace.
The Challenge
In 2001, BW Technologies (BWT) identified a need to enrich it's already successful sales
methodology. The team was doing well, however in order to achieve a very aggressive growth
target, the team needed to become smarter, work faster and manage with consistency. To
achieve this goal BWT turned to Baxter Bean.
The Solution
In our first meeting with BW Technologies, Baxter Bean conducted a brief needs assessment to
understand the specific and individual needs of the Sales Management team. Based on the
needs assessment, Baxter Bean developed a short but effective training session to engage the
management team in effective accountability techniques.
In 2002 the program continued with the creation of a defined sales management process
customized to include the key steps already working for BWT along with additional new concepts
created by Baxter Bean.
Baxter Bean also developed and delivered BWT's customer service concepts, resulting in an
excellent customer service approach well appreciated by all BWT customers.
Through 2003, 2004 and 2005, the management team continued to utilize the sales
management process which was built to aid with accurate forecasting, maximized activities and
performance, and over-achievement of goals.
The Results
BW Technologies continues to exceed objectives and has been one of the top 5 fastest growing
companies in Alberta for the last 3 years.
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