Sales training and development 2

Sales training
and development 2

Client profile

Leading North American distributor of automotive parts, tools and accessories through 700 retail and wholesale locations across Canada.

The opportunity

The client was seeking a strategic partner to deliver an internal sales process training program to 250 sales reps and leaders. They turned to Optimé to help them to drive the results they wanted.

The approach

  • Diagnostic of sales and customer management capabilities
  • Enhanced the design and delivery of client training material
  • Design and delivery of a multi-year sales effectiveness program for sales reps and sales leaders including role sales skill assessment, specific sales training and sales leadership development

Optimé solution

Multi-year blended Sales Training and Development Program that included:

  • enhanced client sales process curriculum
  • sales skill assessment
  • focused skill development for sales reps and leaders
  • sustainment strategy

Training results

The team achieved an average score of 92% for training effectiveness over the 53 classroom deliveries. Our Net Promoter Score from Sales Leaders was 81.

Business results

The client met composite sales target for first time in corporate history in year 2 of the program.