This 600 person publishing company, identified an opportunity to increase revenue by growing existing clients’ share of wallet. Above The Line was engaged to move the sales force’s focus from selling advertising, to providing customers with multi-product marketing solutions.
Primary goal: Grow the average size sale by increasing the number of multi-product sales.
Secondary goals: Increase the number of new accounts, and number of reactivated customer accounts.
Above The Line facilitated executive sessions to establish strategic priorities, identify Key Performance Indicators, and build internal supports for new ways of working. Competency requirements were identified and a customized program called Closer to the Customer was developed and delivered to all employees involved in business development. Sales Managers were trained in a standard way to Coach on new tools and behaviours. A group and 1-1 coaching calendar was put in place to support all involved.