Mach 1 - CSC | ImpactSales
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Mach 1 – CSC

Case Study: Mach 1 Global Services

Consultative Sales Certification

mach-1

The Situation

Mach 1 Global Services, Inc is a provider of unique, highly personalized international transportation and supply chain solutions with over 30 company-owned locations in North America, China, Hong Kong and India servicing clients worldwide.

 

Mach 1 is supported by world class operating partners in all other geographies and is committed to expanding their footprint globally to meet the evolving needs of their clients.

 

Mach 1 was determined to regain market share and revenues hurt during the recession.

The Solution

Sales and revenue goals for 2012 were set to reach the levels of pre-recession highs. Mach 1 leadership and sales management realized the need for comprehensive and forward thinking sales training that would support their personalized approach suited both for very experienced sales professionals as well as for newly hired sales and account management staff with little sales experience. Additionally, Mach1 had a preference for a sales training organization that had experience in training logistics and/or transportation service providers, and one with a proven track record of effecting real change.

 

Consultative Sales Certification

 

After reviewing various sales training solutions, Mach 1 leadership decided to select Consultative Sales Certification through our partner Consultative Sales Academy (CSC).

 

CSC Training has the additional benefit of being a blended e-Learning and live training program which is a significant advantage for Mach 1 with its sales force located in across North America working remotely from their Tempe, AZ headquarters.

The Results

In utilizing CSC with a pilot group, Mach 1 quickly established that this program was making a significant change in the way their sales people were planning and executing their sales efforts. Sales revenues increased, for some in the pilot group by 40% and 50% within a few months.

 

Because of the success of the initial group, Mach 1 made the decision to roll out the CSC Program to their entire sales staff. As recognition of the importance of aligning sales efforts with operational optimization, Mach 1 decided to offer Consultative Sales Coaching Certification Program for their operational District/Station Managers and Regional Vice Presidents of Operations.

 

With renewed vigor and enthusiasm of its sales force and sales management, Mach 1 reached its goal of revenue levels last seen before the recession.  Mach 1 is dedicated to applying this approach to all levels of their business as they follow their goal of being a highly personalized and unique service provider.

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  • Included in the Program:

    • Consultative Sales Certification (CSC)
    • Blended-Learning Curriculum
    • Assessment and Evaluation
    • Pre and Post Session Application
    • Live Orientation and Kick Off
    • Online Coaching Meetings
    • Learning Guides
    • Coaching Guides
    • Coach Forums
    • Live and Virtual Graduation Ceremonies