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Sales development in digital media

Case Studies

Great Outcomes

Digital Media Sales Development Case Study

Overview

A large digital media organisation approached Maximus to develop and improve their internal sales capability
to ensure they achieved their sales revenue targets.

Client objectives

To develop the organisation’s external credibility and support the business in becoming number one in the marketplace through increased sales revenue.

The solution

In order to improve the organisation’s internal sales capability, Maximus introduced a Strategic Selling Model into the business to increase overall sales deal size and complexity. This was followed by the implementation of a variety of development programs that focused on the individual performance of sales team members.

Maximus took a strong knowledge of the business and combined it with a commercial perspective backed by robust research to develop an innovative and highly strategic approach that maintained alignment to the organisation’s existing corporate strategy.

Solution overview

Digital media sales development solution framework

Outcomes to date

  • A proactive, well-structured and clearly defined sales process has been embedded in the business, organisation-wide.
  • The new focus on sales coaching and career development has directly led to more opportunities by the sales force, with all employees having access to the necessary tools and resources to support them in improving sales activity and outcomes.
  • On conclusion of the internal Sales and Leadership Development Program, the organisation attained their monthly sales targets for the first time in nine months and has continued this for over 12 months.
  • Since the implementation of this solution, the organisation has achieved consistent and continuous organisation and market growth, and are on track to exceeding their initial targets.


Feedback from program attendees 

This program gave us great insight as to what the company is focusing on. I am really excited to see the cultural shift in the business as a result of this. The program materials were well designed and the role play exercises were challenging and incredibly useful in putting the theory into perspective. Overall, the coaching sessions and the practical application made this training course stand out from all of the others that I have attended.