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”.
