After conducting several interviews with Sandvik’s global sales leaders and top performing sales team members, Sandvik engaged Impact Sales to deliver the Consultative Sales Certification (CSC) program to their team of veteran sales engineers. Impact Sales worked with the executive team to identify the first inaugural group to test the program. The team was constructed of individuals with significant experience and technical capability. Once assembled, the initial test group consisted of 25 people spanning nine different time zones and seven countries. Impact Sales took great care in understanding each individual’s background, current sales successes and helped each set individual goals for sales growth.
After the initial virtual kick off meeting, Impact Sales and the Sandvik Sales Team worked together over the course of nine months focusing on developing core consultative sales competencies through independent e-learning, on the job application, individual coaching and online group coaching. Impact Sales provided the forum and platform for the global sales team to connect and collaborate to drive sales forward.
"My biggest gain was confidence. I have been in sales for five years and technically I was fine. This was just one eye-opener after another. Every module was directly relevant to what I do every day. At the end of the day, I am selling the same things, but now I present and communicate more effectively, have built better relationships with my internal and external customers, negotiate better and just approach my whole territory more efficiently."
Sandvik CSC graduates report increased sales, better communication with clients and more insightful selling within the first three months of the program. Veteran sales teams report renewed sales opportunities because of understanding the full sales equation, not just the technical side.
Because of the success of this program, Sandvik embraces CSC as the new model for their technical sales teams.