Case Study Solution

Helping Clients Succeed

While struggling with stalled sales numbers, a global leader in consumer-data services wanted to implement a common methodology across their entire sales force.

After adopting FranklinCovey’s sales approach, their sales force learned to structure more effective conversations, resulting in an increased focus on their clients’ needs. As a result of the Helping Clients Succeed® approach, overall sales grew by 35 percent in the first quarter alone, and average deal sizes increased by 18 percent.

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Enhance performance, achieve sustainable results and gain the ultimate competitive advantage

Too often sales professionals approach their customers with the faulty mindset that sales is something they do to their customers rather than with them. FranklinCovey’s Sales Performance Practice has a simple sales philosophy: the more you focus on helping your clients succeed, the more you will succeed. With the Helping Clients Succeed sales methodology, buyers get the solutions they need in a way they feel good about, while salespeople are able to shorten their sales cycles, grow their accounts, close more deals, improve margins, and win more loyal clients.

Our sales processes help sales leaders:

  • Sharpen sales execution and reinforce leadership and individual skills.
  • Initiate and qualify opportunities, win deals, and grow revenue through a process of assessment, development, execution, and measurement.
  • Improve their planning, processes, and pipeline management.

Organizations hire our Sales Performance Practice to:

  • Help sales professionals consistently execute a consultative sales methodology.
  • Teach sales forces to engage in complex selling environments or transition to selling on value.
  • Coach sales professionals on specific deals.