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.
Contact Us
To learn more about Baxter Bean and how we can help your organization,
please call us at (403) 283-2225 or e-mail us at info@baxterbean.com.
