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An 11% increase in selling price realization in one of India’s largest specialty chemicals maker.

The Business Context

  • The organization was shifting gears to move into a higher trajectory of growth.
  • It wanted the sales team members to boost their performance to achieve higher revenue.
  • However, most of the sales team members were home-grown and lacked a process driven approach to Key Account Management.
  • The organization wanted to embark on a sales capability development program to sharpen the KAM, selling skills and negotiation skills of the sales team members.

Our Approach

  • GrowthSqapes did prework to understand the skill gaps in the team members.
  • The proprietary tools of GrowthSqapes were adapted to the context of the client’s industry and business.
  • A multi-interface learning journey was curated that included workshops, sustenance learning and individual sales coaching
  • The program was embedded into the talent management framework for all sales people.

Business Impact Created

  • An 11% increase in the selling price realization over a period of 6 months.
  • 70% of the participants attributed their enhanced performance to the program.

Stakeholder Sound Bites

  • “The KAM structure and framework is going to be very beneficial for us”.
  • “The overall learning journey was very well made and suitably contextualized to our organization”.
  • “I loved the case study method we followed to sharpen our skills”.
  • “The personal sales coaching has immensely helped me in achieving my targets”.
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