Sales Performance Study: Publishing Industry

Overview

A large publishing organisation engaged Maximus’ expertise when faced with increased competition in the marketplace.

Client objectives

To improve the sales force performance by transforming the team members into sales leaders who are:

• Relationship focused
• Proactive, innovative, and able to drive their business
• Decisive, with the ability to think laterally
• Focused on business impact and customer service
• Entrepreneurial and opportunity-minded
• Able to identify and address under-performance 

Outcomes to Date

• A structured sales process has now been embedded throughout the business and is used by sales managers, account managers, and sales executives.
• Improvements in sales outcomes have been evidenced with increased activity by the sales force leading to more sales opportunities.
• All employees have the necessary tools and resources to support them in improving their sales activities and outcomes.
• Competencies have been embedded in the entire employee lifecycle; i.e. recruitment, induction, performance, and development.
• There is a strong internal focus on sales coaching and career development.

Stakeholder Feedback

What a change you have cast across our sales force. We are now a very buoyant, energised, and focused team. It is great to see the hard work being rewarded so early on. Those two powerful days woke a few people up!!!