 | EcSELL Institute Proves ConnectAndSell Condenses 8 Hours of Selling into 1 Hour | ConnectAndSell | | Case Study | EcSELL Institute began using ConnectAndSell’s guaranteed-conversation services on October 12, 2009. By December 31st, EcSELL Institute’s sales pipeline had grown by 400%. That was the good news. The not-so-good news was that EcSELL Institute’s CRM processes were not designed for this new level of activity. In order to keep next-step activities from falling through the cracks, Bill had to abandon ACT-based salesforce automation and go to a full-blown Salesforce.com CRM system. Luckily, ConnectAndSell seamlessly integrated with Salesforce.com. The combination of these two technologies has enabled EcSELL Institute to condense 8 hours of selling activity into just 1 hour. Bill discusses the implications of what he calls “The New Sales Reality”. | | Sales Methodology & Skills Development;
Sales Analytics & Performance Tracking
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| Sales Performance at a Media Company begins with Talent Benchmarks | Talent Plus | | Case Study | This Quality Selection Process emphasizes validity in a science that has been in use since the1950s and is based on positive psychology and strength-based principles. Those who have the talent to perform in a certain position will outperform those hired with traditional hiring methods.
| | Talent Identification & Acquisition;
Professional Development;
Sales Analytics & Performance Tracking
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| Hold out for Talent | Talent Plus | | Case Study | When selected for the right position based on talent, people have the opportunity to express their talent and, with the right leadership, grow and develop. Performance ratings for those selected using the Quality Selection Process ® generally increase year after year. When you see the increased value to the bottom line in placing people with identified themes for success, it’s simply good business to identify and select more
people like your top performers.
| | Talent Identification & Acquisition;
Professional Development;
Sales Analytics & Performance Tracking
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| International Rectifier Drives Sales with Global eLearning: A Case Study | GeoLearning | | Case Study | To address the challenge of communicating, coordinating and training hundreds of field service engineers, sales representatives, internal sales staffers, executives and independent inside sales reps in 17 locations around the world, International Rectifier implemented an e-learning solution and saved 75% training costs. | | Sales Methodology & Skills Development |
| Sales Productivity of a Construction Management Company Begins with Talent | Talent Plus | | Case Study | People with a talent for sales who are cast correctly, invested in, and given the opportunity to grow in their capacity are able to create success in a company – many times doubling the sales of those identified as contrast performers. Talent Plus’ Sales Interview was developed through the study of talented, high-achieving salespeople. Benchmarking your best and the best that Talent Plus has studied creates a talent-based sales organization with measurable results.
| | Talent Identification & Acquisition;
Sales Analytics & Performance Tracking
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| Hospitality Sales Show Increases with Talent Benchmarks | Talent Plus | | Case Study | Talent Plus understands top sales talent drives client business to higher levels. Talent Plus benchmarks top talent against those who have been identified as having top sales talent. | | Talent Identification & Acquisition;
Sales Analytics & Performance Tracking
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| Talent-Based Automotive Dealership Shows Increase in Sales | Talent Plus | | Case Study | The Talent-Based Dealership program is a paradigm shift: encouraging dealers to select those with the talent to perform vs. hiring someone from the old taxonomy — those with automotive experience, regardless of the quality of that experience — and to embrace the foundation of building a different type of culture within a dealership. Based on the program, this experience is working for the dealers, for their associates and most importantly, for customers.
| | Talent Identification & Acquisition |
| The High Cost of Turnover | Caliper | | Case Study | A poor hire can cost tens of thousands of dollars. In this case study, an air freight sales manager discusses his process for hiring and onboarding sales candidates. | | Talent Identification & Acquisition |
| Sales Process Engineering – Three Scenarios | Justin Roff-Marsh | | Case Study | In this must-read series of case studies, Justin Roff-Marsh discusses how Sales Process Engineering can be applied to organizations of different sizes to — in each case — increase business-development activity while decreasing operating expenses. | | Sales Methodology & Skills Development;
Planning |
| Toyota Incentive Program Case Study | Incentive Marketing Association | | Case Study | To increase their new vehicle market share and after sales revenue, Toyota Motor Corporation wanted to motivate their sales staff year-round to increase sales and improve their customer satisfaction ratings. | | Compensation, Recognition & Rewards |
| Case Study: Selling to Zebras | Selling to Zebras | | Case Study | Discover how StarCite’s Sales Managers increased top-line growth with the Selling to Zebras sales methodology. | | Sales Methodology & Skills Development |