CASE STUDY: Changing a Sales Culture From Transactional to Consultative

Category: Sales Training

The Client:

A leading national media & marketing solutions company selling advertising to Canadian businesses of all sizes.

The Challenge:

  • Reposition firm from “transactional” print vendor into hyper competitive 360° Solution “consultants” with a new focus on digital media
  • Unionized sales organization 
  • Goal to create “best-in-class” learning architecture based on client’s key drivers and the changing marketplace, and position company for sustained achievement of key performance targets

HORN Solutions:

  • Developed Communication Strategy and messaging for roll-out of initiative to entire organization
  • Developed Learning Maps for recommended training based on identified skill and knowledge needs
  • Designed new leadership training program and new onboarding training plan
  • Designed blended LeaderEDGE coaching program to support people managers in the execution of new strategy
  • Delivered training to multiple audiences (leaders, salesforce) and incorporated post training sustainment activities to maximize learning
  • Supported execution of new business model for organization including enhanced sales process, activities and tools

The Impact: 

Looking to make a similar transition with your sales force?

Connect with a HORN Client Solutions Consultant to learn more about our custom training solutions.