Steel Manufacturer
Client Success Story
A steel manufacturer in a commoditized market partnered with DoubleDigit Sales to develop and understand its competitive differentiators and train its employees to deliver against them.
“The training is relevant to our business and the course material is modeled to what we do.”
– Training Participant
Improved Employee Engagement Scores
Complete Organizational Alignment
Process Driven Sales Culture
Overview
This manufacturer works in steel and mining. They have 260,000 employees worldwide.
Goal
- Competitive differentiation
- Aligning the organization
Plan
After partnering with DoubleDigit Sales, the work started on a Strategic BluePRINT that would outline the desired state of their sales culture in 3 years.
A research report was created so the company would know what was happening within the steel industry’s sales organizations. Various roles in the steel business were researched; strengths, weaknesses, opportunities and threats were then identified. Of the opportunities found, 90% were based around updating skills, behaviors, as well as some sales processes.
Training targeted 4 roles within the business:
- Sales Leaders & Sales Managers
- Account Managers
- Account Representatives
- Technical Sales Managers
Outcome
There was a marked increase in overall engagement scores and a complete shift in culture; from one that varied throughout the company, to a unified organization focused on a process driven sales culture.
More Resources
Sales Culture Effectiveness Report