Elearning! Dec-Jan

DEC 2014 -JAN 2015

Elearning! Magazine: Building Smarter Companies via Learning & Workplace Technologies.

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Elearning! December 2014 / January 2015 45 Case Study Case Study DuBois Chemicals In 1920, the DuBois Soap Company's motto was "Sell – Service – Satisfy." While that motto is still a viable formula for success, the challenges of driving sales and revenue growth in a highly competitive and uncertain global market can be daunting. DuBois' (now DuBois Chemicals) sales leaders soon began to see efectiveness gaps in their organization, including the need for: >> Structured performance feedback process for man- agers. >> Standardized coaching methodology, in order for managers to help under- performing reps. >> Consistent use of the CRM system for pipeline manage- ment of sales teams. >> Additional opportunities for sales team members, with a focus beyond 90 days. ALIGNING ALL LEVELS Doug MacRae, president of the Industrial Division at Du- Bois Chemicals, had benefted previously from CCI's perfor- mance improvement services. CCI showed MacRae the sig- nature high-performance sales management system, Pathways to Growth: 9 Disciplines to Create Sales Breakthroughs in Turbulent Times. Tis system provides clear steps, along with support and measure- ment tools, to align sales reps, managers and execs around the strategies that matter most. Afer some review, DuBois Chemicals decided that Path- ways to Growth was the solu- tion to address their challenges. A COLLABORATIVE IMPLEMENTATION In February, a team of CCI consultants began meeting with key senior leaders at Du- Bois Chemicals. Te leadership team included MacRae, the sales director and three hand- selected sales managers. To- gether, the group customized a plan using Pathways to Growth and put it into action. Over the frst week, the number of past-due opportuni- ties dropped signifcantly, and the sales funnel was cleaner. Within a month, sales leaders were using information gener- ated as a result of the program to forecast more efectively. CRM adoption and best prac- tice skills also increased dra- matically. With more sales managers slated to go through training in the coming months, the future looks extremely bright for Du- Bois Chemicals. A UNIQUE APPROACH CloudCoaching International (CCI) designs and deploys performance improvement systems for every level within an organization. It helps companies improve sales and service performance by integra ting strategy, process, learning and technology. CCI, which has served more than 50 percent of the Fortune 500, has more than 30 years of proven experience. —In 2013 and 2014, Cloud- Coaching International won the Best of Elearning! Award for Sales Training. More info: www.cloudcoachinginterna- tional.com Today's Market Challenge: Systemizing Sales Management 'Te level of collaboration and customization was exceptional. We continue to embed these principles across the culture of our company.' —Doug MacRae, president of the Industrial Division at DuBois Chemicals 14% Identified value of opps inside 90 days 49% Identified viable opps outside of 90 days Baseline 185% Indentified viable opps inside 90 days 51% Total annual project value –Source: CloudCoaching International Performance Increases in First Two Months

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