Milwaukee Electric Tool | ImpactSales
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Milwaukee Electric Tool

Case Study: Milwaukee Tool

Customized Learning Games For National Sales Convention

The Situation

When Milwaukee Electric Tool asked us to provide a series of one hour breakouts at their National Sales Convention, we knew we had to create something that would be both engaging and effective. Milwaukee had recently launched national roll out of the Milwaukee Tool Consultative Sales Model and Training (Developed by Impact Sales). The convention was a perfect venue for practicing and further developing the skill sets learned in the training program. The theme of the convention was “Turn up the Heat.” With the focus on helping sales people turn up the heat on their competition by outperforming.

The Solution

Let the Games Begin!

 

Working with Sr. Sales Executives and Regional Managers, we prioritized two topics of focus for the convention, Handling Stalls and Objections and Reading Customer Styles.

 

Using two separate breakout sessions, along with other product training sessions, participants migrated in groups of 50 every hour. Because all of the participants had been thoroughly trained on Milwaukee’s Consultative Sales Process, we were able to immerse participants in game competitions where they practiced skills, had fun and built strategies for moving existing relationships forward.

 

Money or The Mob – Participants competed in groups answering questions regarding customer behavioral styles. A contestant competed against the “Mob”. This game created enthusiasm, competition and most importantly results!

 

Melting Objections – Participants practiced answering real Milwaukee customer objections by playing an UNO type card game. Participants received decks of real playing cards with typical objections and potential answers printed on the cards. Competing in teams, customer objections appeared on screen. Participants played cards that they think had the perfect answer.  Individuals and groups were awarded points for correct answers. And everyone left with a deck of cards – reminding them of the answers to common objections for every future card game they play!

  • "Our sales team members have seen significant results from participating in the Consultative Sales Certification Curriculum. Because of this, we will continue to offer the opportunity to earn CSC to our entire sales team as part of Sandvik Coromant Academy, which is our internal learning organization."

    John Jacobsen, Senior Manager – Market Area Americas

The Results

Winner Takes All!

 

Sales team members who participated in the games reported increased sales and better customer strategy as a result of attending.

 

The game format of the breakout sessions received highest marks from participants:

 

“This was the best breakout I have attended at any sales meeting.”

 

“Now I have a new deck of cards that are actually useful!”

 

To boot – everyone left with a deck of cards customized with Milwaukee tool customer objections and answers.

Hover Over Image Above For Description.

  • Included in the Program:

    • Custom-designed sales breakout sessions
    • Custom-designed games
    • Facilitation Guides
    • Reinforcement Tools and Resources
    • Pre-Work
    • Facilitation by Impact Sales