Action: Teneo Results has developed 4 different levels of interactive group coaching programs based on sales volume – KickStart, Accelerate, Breakthrough & Get Wealthy. Each programs runs over a 90 day period, and includes a 1:1 coaching call. The number of sessions & topics varies by level. This format allows the participants to apply the skills and strategies they learn on each call in their day-to-day selling to promote lasting change. The program is also accompanied by a Sales Blitz and works in conjunction with Proforma’s Marketing programs.
Results: Over 150 franchise owners have completed the program. Some individual results are below:
“In 2010, I watched a $200,000 client move to India. I invested in the Accelerate Program and 1:1 Coaching and I was able to make up the difference and increase my sales over 30% - this program made the difference.” Ann Patton - Proforma Ohio
"My sales goals was to invoice $150k in Q4 during the Accelerate Coaching Program – we achieved $244,000 – exceeding our sales goal by 62%. I’m now signed up for Phase 2 Accountability Coaching to continue to achieve and exceed goals." Kathy Labbe – Proforma Chicago
“Nine months ago, I was maxed out on time, not making enough money and not sure how to grow our business. I started working with Teneo Results – we have doubled our monthly sales and increased profitability, too. We hired 3 new sales reps, landed a sale worth $1.2 million and my time is now free to generate bigger sales & clients." Kimble Bosworth, Proforma Nashville
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Action: Teneo integrated the CPSA Professional Selling training program with additional sales group coaching sessions to train and prepare them for the rigourous CSP Certification process.
Results: “Teneo did more than just deliver a sales training program; they got inside our world and found a place where their expertise would most benefit our team. The CPSA Professional Selling program Teneo delivered has helped gravitate our sales force to a common goal of CSP certification, strengthening our overall sales culture. One of our reps secured a $93k sale within 30 days of the program We are proud to continue our work with Teneo for over two years." Dave Erb – Director of Sales, Direct Energy
Action: Teneo provided Celestica’s engineering team with a Consultative Sales Training program delivered in 6 ½ day sessions. This format allowed each engineer to learn and apply the new consultative selling strategies between each session.
Results: “We loved the six ½ day sessions and found it to be a very effective format. Our team is now more prepared, confident and able to anticipate objections. Since the training, one of our team members landed a $50k project. This would normally take 3 – 4 weeks, but as a result of our new consultative processes and presentations, we presented, closed and received approval within 1 hour.”
“The 90 Day Goal Process gives us an organized, focused approach for prioritizing daily tasks and achieving our goals. Hey key ingredient is the 14 day Action Items. It breaks down our Quarterly goals into small achievable actions, which over time help us to achieve bigger results than having quarterly goals alone. The other key ingredient is Lisa! She has an excellent ability to listen and help us craft clear, challenging and achievable goals.” Irene Sterian Manager of Process Development Celestica Engineering Services
Action: Teneo provided a 2-day sales training conference with their sales team and launched sales enablement tools and techniques.
Results: World Vision was able to expand their gift catalogue with almost 200 business donor contributions.
Action: Teneo developed a customized sales training program for Fleming College’s Recruitment Team. Working with this non-traditional sales team, Teneo created an integrated marketing and sales approach using; acceptance letters, personal follow-up telephone calls and emails to help the recruitment team achieve their enrolment targets.
Results: “Working with Teneo has not only increased the level of engagement amongst our entire team, but our fall enrolment is up over 12% - that is the largest increase we’ve ever had and the highest increase for any college in the entire province!” Drew Van Parys, Director of Marketing - Fleming College
Action: Worked with marketing and sales team to develop a creative direct mail campaign. After sending out three separate direct mail packages, the initial response rate was a typical 2.5%. With the integration of a sales strategy to provide a follow up sales call with each prospect, we increased the response rate to 42.8%
Results: “Teneo demonstrated the power of integrating a marketing and sales strategy with the results of this campaign. Lisa was tenacious about the follow-up sales call process.” Michael Russo, President – MP Russo & Associates
Action: Teneo took the time to understand our expanded retail environment & Home Building Centres, customizing a series of sales and consultative selling workshops to be delivered across Canada and our bi-annual Dealer Conferences.
Results: “Lisa worked with our team to customize the CPSA Consultative Selling program for our dealers across Canada. Lisa’s enthusiasm and experience make her a fantastic facilitator, and her flexibility in developing specific training elements to meet our unique needs is greatly appreciated. Many of our sales reps secured additional sales from $1000 - $100,000 within 90 days of the sales training.” Murray Cutler, Home Installs Marketing Manager Home Hardware
Action: Teneo provided the entire sales team with CPSA Professional Selling sales training program in six ½ days sessions allowing each salesperson to learn and apply the new strategies in between the sessions.
Results: By the 5th session, they were stating a change in sales approach using the Consultative Sales Approach and increasing average sales order size by double – just by engaging the client with interactive questions to better understand their needs, as opposed to being an order taker with a client who had been a client for many years.
“As a result of your sales training program, we exceeded our fourth quarter targets and our sales year-to-date are up over 20% from last year. We want you to know how much we appreciate your sales expertise." Cindy Chapman, President & Creative Director, Plan-It Promotions
Action: Teneo provided Becker Acroma’s sales team with a customized sales training program coupled with Live Video Feedback. Using real client scenarios, each rep was required to; identify an ideal profitable client, prepare a client presentation using the key Consultative Selling methodologies, deliver that presentation in front of their peers and obtain Live Video Feedback and then schedule a time with that client to deliver their new stellar presentation.
Results: This integrated training program helped each rep to; gain a deeper understanding of their body language and how it affects their clients during a presentation, secure the confidence needed to deliver effective sales presentations and ultimately close more business.
“The live video feedback was great! It was an effective way to see what I look like and how I present myself in front of a client. It helped me to be more conscious of my body language and gave me more confidence in my client presentations.” Brent Fischer, Sales Representative - Becker Acroma
Client Success Stories:
Celestica Engineering
World Vision
Fleming College
MP Russo & Associates
Metromedia Marketing
Plan-It Promotions
Becker Acroma