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Increase revenues in my sales department, I need sales training?

Problem:

I want to increase revenues in my sales department, I need sales training.

Situation:

An onsite retailer at a motorsports event had some employees in their kiosk operating at 3 and 4 production capacity as the majority of their employee population. The natural deduction was the other employees needed sales training. The Tortal Team was not convinced sales training was the issue and so endeavor to conduct observational research and job task analysis on their top performers.

The results were very enlightening to the leadership team of the company. It turns out their top performers were masters of process and procedure. Their experience had taught them how to process transaction in less than 30 seconds vs. the average minute and 45 seconds. The top performers processed almost three times the customers in the same amount of time while also increasing their average order and repeat business. Customers actually sought these employees out at entirely different motorsports properties. The Tortal Team distilled from their research 7 categories in which the top performers leveraged simple techniques to increase efficiency. The Tortal Team documented these techniques and crafted the knowledge into 7 short interactive eLearning lessons.

Result:

Upon roll out the impact was almost immediate across the entire population. Average sales increased over 15%, transactions processed per minute doubled and total transactions increased. What’s interesting is the training had the effect of enhancing everyone’s performance. The “worst performers” because significantly better and the “best performers” also turned in better metrics. It had the effect of a global shift of their performance bell curve. The organization has since reported they’ve noticed a drop off in performance after a few events or months and so has instituted and “refresher” requirement to keep the techniques top of mind for the learners.

 

The Services We Used

Learning Development

We are Learning Matter Experts. It doesn’t matter what industry you are in, we can help in all media. We’ve designed effective solutions for everything from quick-serve restaurants to advanced manufacturing plants. The Tortal team of instructional designers and developers will make sure your learning solution changes behavior and moves the needle.

Learning Strategy

Save yourself a year of meetings, wasted time, effort and money! Let the Tortal team of learning strategists design your curriculum accurately and quickly. The result is a clearly defined strategy that enables you and your leadership team to make informed business decisions based on proven learning development strategies.

Learning Technology

In today’s fast-changing world of devices, browsers, apps and more, it’s difficult for most organizations to keep up with all the choices. In Tortal, you have a partner who specializes in knowing ALL the options, so you can choose the right ones for your timeline and budget.

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