A supplier of home goods to the retail and wholesale markets was hit hard during the recession. Frantic to capture revenue, they had lost sight of their sales organization. There was a lack of learning and ownership on behalf of sales reps, and competitors were taking away business.
Upon closer inspection, it became evident that the competitor takeover was due to a better ability to translate value to the customer. Our client's salespeople didn't have a solid understanding of their customer's needs and the requirements of large accounts, and it was costing them business.
Worried about the future and unable to fix the problem from within, they hired SRi to help their sales team sell better.