The Vertafore inside sales team saw several measurable results including:
- Time to rep productivity cut by 50%
- 30% increase in selling activities
- 40% of reps who went through methodology in the first half of the year had made at least 70% of their plan halfway through the year. In years past, that number was 20%
Rich attributes that success to the hard work done up front to ensure a successful rollout.
“What really got us there was Force Management helping us embed the right coaching process to make sure the methodology was living and breathing within the organization after the training,” said Rich. Having the training managed by people with real life sales experience also added to its success.
“I’ve used other companies and they’re professional trainers, not salespeople. They don’t have the credibility that Force has,” said Rich. “It’s not about training. It’s about getting that foundation that enables them to get going quickly. Having the methodology and a model like Force Management has is an accelerator. It’s a catalyst to getting this done much faster because you, the sales leader, don’t have time to wait.”
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