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Project Example - Automotive Refinish Paints
A paint manufacturer needed their sales team to build more influence with their Collision Centre customers by being able to talk about relevant business issues rather than just product. The client had invested in a sophisticated business management tool for their Collision Centre customers but this was not well understood by the sales force.
Approach
We undertook a research phase which involved shadowing some of the sales reps to identify their current approach to sales. We also developed an understanding ourselves of the business management tool.
We developed a two-day program based around a simulated collision repair centre with clear performance improvement opportunities. Through a combination of break-out discussions and role-plays, participants explored how they could identify these performance shortfalls, raise them with the collision centre manager and use them as a springboard for showing how the client's products could address the performance shortfalls and lead to better business performance.
The program was rolled out as a series of workshops, in English and French, in four locations around Canada.
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