Chris Adams, the Chief Gross sales Officer at Scorpion Design, 
has spent the final 20 years with totally different firms and has been a a part of a number of acquisitions throughout this time. Every time there was an acquisition, a brand new gross sales methodology has been carried out from the guardian firm. These methodologies all have comparable traits:
- Maintain the shopper in focus
- Ask questions to raised perceive the shopper
- Determine methods to get the shopper from the place they’re to the place they need to be
Chris, after taking up the CSO place, determined he wanted one thing totally different. He wanted a option to combine his new hires into the Scorpion Gross sales staff. After speaking to the gross sales staff he was left with 2 choices, practice the brand new hires on the present gross sales methodology or begin recent. Chris took the two methodologies and put them to a rubric and in the end selected Hole Promoting.
What was totally different with a Gross sales Development Firm, it was about sellers considering and being engaged and ensuring that they didn’t simply undergo a bunch of questions and solutions. I got here to Scorpion and I take into consideration the place our salesforce was and I’m like, “okay if I don’t assume that I can get these model new sellers over to that different promoting methodology, let me discover one thing that’s simple to implement that has a extremely good observe file – and thru all of our vetting, we discovered that Hole and A Gross sales Development Firm as a companion was one of the best match.
When requested what essentially the most rewarding a part of the job was Chris advised us – Teaching folks and seeing folks develop and get higher.
What I actually appreciated with ASG and Keenan particularly we had been very properly aligned in that we may make the toughest factor that I’ve to do a neater factor. We must plant these seeds and problem folks to begin to assume with a purpose to develop and in flip I get to do extra of the factor that makes me most blissful which is watch folks develop and watch them get higher.
What’s modified because the coaching for Scorpion?
- Re-energized Gross sales Staff
- Elevated Promoting Enthusiasm
- Elevated Vital Considering
- Increased Buyer Engagement
What separated Hole Promoting and A Gross sales Development Firm from the others?
Folks simply sometimes facilitate, They don’t practice for folks to truly get higher, they’re “I’ve come, I’ve delivered the message, Hopefully they received it” – they usually transfer on. I didn’t really feel that method. There was nothing robotic concerning the method. It was within the second. Real. It was a kind of issues the place you possibly can establish with it. It felt very customized. You possibly can inform from the very starting that his intent was for folks to study, for folks to get higher. That was very nice as a result of I felt like he wasn’t going to only pull up quick and let folks get away with issues, he wasn’t going to let folks simply examine themselves out of the method.
In case you or your group are dealing with comparable points, click on right here to schedule a discovery name with our gross sales staff to study if we may help you implement a brand new gross sales technique.
