CASE STUDY: Extending B2B sales performance worldwide

Action: The PACE team identified the best practices and processes for influencing the service’s B2B customers as well as the best strategy for entering the North American market. They analysed the best-performing sales team members and isolated the key reasons for success. The PACE team added their own expertise on how best to strategically sell to hotel companies to improve performance. This included understanding the key decision makers and influencers and the best means to engage.

Based on this knowledge and insight the PACE team designed end-to-end sales processes from prospecting through to conversion and retention. They developed comprehensive training on best sales practice and strategic selling for the existing sales force, as well as developing sales propositions, testimonials and case studies to substantiate these efforts. Finally the team reviewed the existing recruitment processes and identified the means to ensure the right sales people were hired and accelerated through the training process.

Insight: The PACE team brought insights into hotel decision-making processes and the strategic selling process. These insights helped inform the redesign of the sales process, including training and sales materials and helped reposition the way the company sold their services to hotels.

Result: The full programme has since been implemented and PACE consultants have gone on to provide individual sales coaching to staff members.

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