Success Stories

Coaching Executives to Excellence

​

Rene’s Company — A Security Company

​

A $100,000,000 Canadian security services company specializing in integrated security solutions for major corporations, building owners and property managers. Company has offices in Toronto, Calgary and Vancouver and 20 salespeople.  Sales Force One was brought in at the beginning of a new fiscal year following a year of flat sales and the termination of the VP Sales. The sales team’s morale was low and they were generally untrained in new business sales.

​

• Brought a renewed sense of optimism to a tight-knit but beaten-down and skeptical sales team.

• Kicked off relationship by conducting a series of intense, high-energy.

• Sales Coaching sessions on New Business Sales Basics & Methodology.

• Helped sales team define target accounts, sharpen the sales story, improve proficiency on the phone and live sales call.

• Created Business Plan Templates and had individual salespeople write and present business plans to peers and senior management.

• Coached new Director of Sales on the Essentials of Sales Management.

• Instituted monthly one-on-one meetings between Director and individual salespeople to review sales, opportunities and assess talent of the team.

• Conducted Value Added Customer Service coaching sessions with operations and internal support groups.

• Created and implemented a customized new corporate sales scorecard.

• Extensive field work led to termination of 3 “C players” and also helped create account management-type roles for individuals better suited for “farming” vs. “hunting” for new business.

• Wrote custom sales coaching content “It’s All About Them” in response to company’s not winning several major deals; coached team how to be more “other’s focused” in meetings, presentations and proposals.

 

Year 1: increased closed “new business sales” from prior year’s ~$20M to almost $31M; earned significant bonus from client.

​