The Challenge
UFA wanted to develop a new training program to teach and inspire their sales teams to meet the new sales objectives of average transaction value (ATV) within their stores. The goal was to have personnel think about sales in a new way and to acquire an additional skill set in ATV sales to achieve the new objectives.
The Solution
When UFA’s Manager, Customer Service and Sales, Tim Wakaruk started his search for a training and strategic direction company, he quickly found Chuck Bean. The two met and found that there was a great fit, in part because of Chuck’s agricultural background.
UFA wanted to create online training modules, as well as workshops for sales personnel. Baxter Bean started by writing the copy for the first online training module and then worked with UFA to fine tune the document. Once this was well in hand, Baxter Bean created and delivered a sales and service program to the inside and retail sales and services teams at UFA, which was followed up by another sales program for the building services sales team. Baxter Bean wrapped up the project by creating copy for a second online training module.
The momentum for this entire project was propelled by an in-house sales contest for the employees. It focused on ATV and leveled the playing field so that anyone could win based on a percentage increase rather than total sales. For the rural outlets this was a positive move, and it inspired the teams to focus on what they had learned as well as the organization’s new objectives for the six-month run of the contest.
The Results
The results of the training modules, workshops and contest have been very positive says Wakaruk. Sales personnel are more engaged and have implemented competitions with surrounding stores. And Baxter Bean’s involvement was well received especially during the workshop sessions.
“Chuck brought in a different view of what we do. He’s enhanced what we do and has added value to it,” says Wakaruk. “Our goal was to educate our workforce about ATV and to build business acumen. Since we started this program there has been an impact. People are much more aware and we have seen the spin off.”
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.
