Chris Adams, the Chief Gross sales Officer at Scorpion Design, 
has spent the final 20 years with totally different corporations 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 applied from the mum or dad firm. These methodologies all have comparable traits:
- Hold the consumer in focus
- Ask questions to higher perceive the consumer
- Work out how one can get the consumer from the place they’re to the place they need to be
Chris, after taking on the CSO place, determined he wanted one thing totally different. He wanted a option to combine his new hires into the Scorpion Gross sales crew. After speaking to the gross sales crew he was left with 2 choices, prepare the brand new hires on the present gross sales methodology or begin contemporary. Chris took the two methodologies and put them to a rubric and finally selected Hole Promoting.
What was totally different with a Gross sales Progress 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 suppose that I can get these model new sellers over to that different promoting methodology, let me discover one thing that’s straightforward to implement that has a extremely good observe file – and thru all of our vetting, we discovered that Hole and A Gross sales Progress Firm as a companion was the perfect match.
When requested what probably the most rewarding a part of the job was Chris instructed us – Teaching individuals and seeing individuals develop and get higher.
What I actually appreciated with ASG and Keenan particularly we had been very nicely aligned in that we may make the toughest factor that I’ve to do a neater factor. We must plant these seeds and problem individuals to begin to suppose with the intention to develop and in flip I get to do extra of the factor that makes me most completely satisfied which is watch individuals develop and watch them get higher.
What’s modified for the reason that coaching for Scorpion?
- Re-energized Gross sales Crew
- Elevated Promoting Enthusiasm
- Elevated Vital Considering
- Increased Buyer Engagement
What separated Hole Promoting and A Gross sales Progress Firm from the others?
Folks simply usually facilitate, They don’t prepare for individuals to truly get higher, they’re “I’ve come, I’ve delivered the message, Hopefully they obtained it” – they usually transfer on. I didn’t really feel that approach. There was nothing robotic in regards to the method. It was within the second. Real. It was a type of issues the place you possibly can determine with it. It felt very personalised. You may inform from the very starting that his intent was for individuals to be taught, for individuals 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 individuals get away with issues, he wasn’t going to let individuals simply verify themselves out of the method.
If you happen to or your group are dealing with comparable points, click on right here to schedule a discovery name with our gross sales crew to be taught if we may help you implement a brand new gross sales technique.
