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Enterprise Sales Transformation Success

 
 

Enterprise Holdings transforms their sales team to focus on selling on value over price. Keys to success at EHI include the support from senior leadership and commitment to first line manager coaching.

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So DSG helped us create a transformational sales program that got our sales people focusing on value over price.

 

We had phenomenal support from the leadership at Enterprise in support of the program, and really that top-down communication to the rest of the organization that this program is not optional. The playbooks and the usage of the tools that we're rolling out is not optional, it's really part of a new way of selling at Enterprise.

 

So that was step number one for us is to get engagement at all levels of our organization. Number two was to have a pre-meeting or a pre-launch for them before we launched it to the masses so they knew what it was. And when they went into a launch with their sales team, they knew the content, they knew how to coach to it, you know certainly it was new to them, but they were well ahead of where their salespeople were and they could be leaders right off the bat which was very important.

 

As we've seen in many of our client programs, the first line management level is really key to success and that was no different here with Enterprise. Their first line managers really grasped the usage of the playbook and did a number of things that drove that change, and that adoption in the field. They mastered the ability to actually do the whiteboard themselves, they mastered the content in the playbook so that they could really teach their team where and when to use the content.

 

And they took it to the next level with coaching, and so they integrated into their monthly and weekly coaching calls the actual usage of the playbook, the coaching guides, and other tools.

 

One of the great things that came out of the program was customer-facing tools. And those tools, fall into one of three categories. One is to get a meeting, two is to facilitate a meeting, and the third is to leave behind for our customers. And it's all in support of the messaging that we developed with DSG and launched through our drive training. We selected DSG because DSG was a true partner for us.

 

It wasn't a supplier, it wasn't somebody who's just going to come in and give us a cookie cutter solution, they came in, they learned about our business, they talk like we do, they act like we do, and they're able to take what we know internally and put it into a usable format that we can then disseminate out to our entire sales force. One of the things I constantly hear when I go on sales calls is, "How do I learn that? What you just said."

 

And DSG was able to take that and bring it to our entire sales force which is huge for us. The most important thing is results. And we're six months into our launch, and we've already seen over 700 qualified new opportunities by selling high and early.

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