Building a Consultative Sales Force

The largest global office furniture manufacturer recognized that in order to meet their long-term sales growth goals, their sales force would need to change the way they engage with existing and potential customers - moving from a transactional selling process to a consultative selling process.

SDI was chosen to partner on the project. In Phase 1, the team worked to define a new consultative selling process, and standardize the optimal performance of the sales force throughout the process. This included identifying and defining key sales activities and common tools to support each process step.

In Phase 2, learning curriculum components were defined and prioritized against the consultative selling process. SDI then researched, designed, and developed each performance-based component, the supporting tool kit, and a five-day final assessment requiring new sales reps to complete the sales cycle from start to finish, interacting with fictional client contacts throughout.

SDI was also engaged in implementation of the program - facilitating components for the first few participant “classes,” as well as serving as part of the final assessment “client” panel and scoring participant performance.

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