| CLIENT
CHALLENGE
Vincor International, one of North America’s top importers,
producers and marketers of wines was looking to put their
new sales training methodology to the test. Vincor had previously
commissioned Optimé International to coach their sales
team through a nine-step sales process called the Sales Anatomy.
Following the initial two training courses,
it was time for the sales reps to demonstrate how the process
comes to life out in the field. With the Sales Championship™,
top management would now be able to experience first hand
the new sales process at work. Additionally the competitive
aspect of the event would perfectly leverage Vincor's new
spirit of rewarding and recognizing top performers.
CREATIVE RANGE
Ian Burge, the VP of Sales had already experienced the magic
of the Sales Championship™ at a previous event and was
thoroughly impressed. The program required customization at
all levels to ensure that each aspect of Vincor’s Sales
Anatomy selling process was incorporated and fully leveraged.
CHAMPIONSHIP SOLUTION
The Sales Championship™ team customized each component
of the program to integrate the Sales Anatomy. The ECI Behavioral
Assessment was aligned with Vincor’s sales model, so
that participants gained a deeper understanding of their strengths
and areas of opportunities within the model. The executives
who played the role of Customer in The Sales Championship™
were coached to observe key behaviors in order to provide
concrete feedback to sales reps during each sales call. It
was decided that the Awards ceremony should be incorporated
with the Rewards and Recognition dinner, where top performers
were recognized for their outstanding contribution and sales
efforts.
RESULTS
The Sales Championship presented by Vincor International was
a truly memorable occasion for everyone involved. Two weeks
after the event, Ian Burge emailed our team with the following
comment: "Simply put…an outstanding day that still
has my people talking. The Sales Championship far exceeded
my expectations in terms of delivery and impact and I applaud
your entire team for a tremendous execution." 88% of
participants were motivated to improve their performance after
the program, while 94% of executives who played the role of
Customer found the experiential Sales Competition to be extremely
effective for learning and development purposes.
97% of the participants would
recommend this program to others in their field.
THANKS
The Sales Championship™ team would like to extend their
gratitude and sincere respect to Ian Burge for his dedication
to continuously improving and motivating his group of sales
professionals. |
