Major manufacturer & distributor in UK, enjoying a
dominant market position maintained since 1990’s, when
it developed a host of exciting new products. To support
the restructure and the drive for an increase in sales, a
whole solution was put together involving consultancy, positioning
of the strategy to the entire sales force, executive coaching
and sales force skills development to effect behavioural & attitudinal
change. This was closely followed by Harper Craven providing
field & remote coaching to the external sales force over
a 4 week period to make the change happen.
Results reported were:
Total new unit sales forecast by the team during Harper
Craven’s session with them prior to week 1 – 463
units.
New unit sales by the team, for end of 4 weeks – 673
New business meetings conducted by the team during
the 4 weeks – 88