Out of three sales people one was consistently underperforming. The MD requested help in fixing the problem.

After discussing the situation with the salesman we identified
• He had received no formal sales training
• He had excellent technical knowledge and so
• The other salesmen were using him to perform demonstrations and troubleshooting equipment problems, so reducing the time he had available for his own sales work
• He was constantly being undercut by his competitors

• We arranged for the company’s service engineers to do the demonstations and troubleshooting
• We conducted a 6 month coaching programme with the salesman
• We developed techniques with him to counter his competitors

After 6 months he was the top performing salesman, generating 50% more profit then before the programme started.