Client Success Story
A global airline partnered with DoubleDigit Sales to drive growth by creating a consistent, consultative way of selling with customer centricity at its core.
“The training is giving us real direction on how to better manage and coach our teams.”
– Training Participant
Competence and Confidence to Proactively Prospect
Effective Meeting Preparation
A Consistent Model for Coaching and Development
A Consultative Selling Approach
Creating A Common Sales Approach
One of the world’s leading airlines was performing well financially, but wanted to find ways to drive growth (revenue and profit) and avoid complacency. They needed to solidify their position with customers by leveraging and expanding customer relationships and experiences to increase loyalty and retain customers.
The airline’s strategy to expand markets and grow included tripling business in North America over 10 years. While the airline had a strong customer focus and service culture, they wanted to be more effective in getting business and driving a selling mindset across all teams.
To achieve the revenue growth targets, a more structured approach to selling combined with the sales team raising their capabilities was necessary.
“The average rating was an incredible 4.8 out of 5 on the workshops’ relevance.”
DoubleDigit Sales helped the airline devise a strategy to create a consistent way of selling and leading across their global sales teams to drive growth. To achieve this goal, a 2 day sales workshop and 1 day Sales Leader workshop was developed for Phase 1. The focus was on consultative selling, effective prospecting, and coaching. The workshops and learning were reinforced through sales meetings by leaders as well as podcasts.
The success of Phase 1 in the US and UK led to a global initiative and roll out. Observations in behavior change included better preparation for meetings, making proactive calls, asking better questions and increases in coaching and engaging conversations.
To change the culture, the airline further invested in leader-led and reinforcement activities. The feedback given by participants was overwhelmingly positive. Some even described the training as some of the best and most valuable they had experienced. Others noted that DoubleDigit Sales’ facilitators understood the airline industry well and demonstrated their knowledge through concrete stories and examples. The average rating was an incredible 4.8 out of 5 on the workshops’ relevance.
Sales Culture Effectiveness Report