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A Commitment to Sales
Jager Building Systems invests in developing a stronger sales team
With over 40 years of experience manufacturing building products, Jager Building Systems Inc.,
has expanded across Canada and into the US market place.
The Challenge
In 2003, Jager Building Systems Inc. determined that they needed help assessing and training
their large and diverse sales force. With sales people located in Western Canada, Quebec,
Eastern Canada and the United States, the team ranged in experience from one year on the job
to over 30 years of experience. To provide these people with the tools they needed to do their
jobs more effectively, Jager Building Systems turned to Baxter Bean.
The Solution
When Baxter Bean first met with Jager Building Systems, it was quickly determined that the
company wanted and needed a truly customized program that would address all of their
requirements. Baxter Bean conducted a detailed needs appraisal of the overall team and then
spent time evaluating each team member with a sales strategy assessment and/or a personal
needs assessment. This process was invaluable for gathering information that was used in
developing the sales training program.
After Baxter Bean drafted the program and made changes based on management's feedback,
the entire sales force was brought together in March 2004 for a 3 ½ day training session. The
session was designed to:
- Give every participant a better understanding of the sales process
- Invite each person to take a more methodical approach in dealing with clients
- Teach each sales person how to develop a partnership with clients
- Provide each participant with a bag of tools that they could use in the sales process
The training wrapped up with a management session that was aimed at helping the executive
better manage the sales process and keep the sales team focused and on track.
To ensure the long-term success of the program, Baxter Bean followed up with post-course
sessions, study groups and teleconferences to provide additional skill development and training
when needed.
The Results
Jager Building Systems is impressed with the results of the training. The sales force has been
energized and they have adopted the ideas provided by Baxter Bean wholeheartedly. The
results have been so positive that the company has set up another week of training in February
2005 to even further develop the sales members' skill sets.
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