National Audio-Visual Integrator serving commercial markets

PROBLEM / SITUATION

The company had grown to a substantial size through acquisition. Due to a fragmented culture and a lack of solid sales training, the company was suffering significant sales person under-performance and attrition.

Y&CO. SOLUTION / IMPLEMENTATION

Yastrow & Co. was engaged to improve sales effectiveness through sales training and development of sales best practices. Yastrow & Co. created a customized training program, based on our proprietary Ditch the Pitch concepts, to train 100 of the company’s salespeople.

RESULTS

Performance and morale of the sales force improved, resulting in improved business results and higher retention rates. The company reported record profits that represented an increase in profitability of more than 25% in the period it took to implement the program company-wide.

CLIENT QUOTE

“Without an effective roadmap, our salespeople were not having the right conversations with customers and were unable to establish relationships that would lead to loyalty and sales. We now share sales across the country, and each office looks and feels unified. We’ve succeeded in impacting the attitude of employees so that it matters to each office what’s happening in other offices.”