ot always a “focus” item for the retail sales reps. Howard Miller’s sales people wanted the retail channel to think differently. Additionally, sales meetings at retail were not interactive, did not take into account adult learning principles, and were not focused on changing sales associate’s perception of the products. The company wanted to create excitement and bring new energy to their category.
The Solution
After interviewing Howard Miller leaders and reviewing the typical sales meeting content, Invision Strategies custom tailored two programs to meet the company’s challenges. First, Invision built a sales meeting development process that would support the sales reps in creating dynamic retail meetings. Next, they were trained in educating adults, delivery skills, and utilizing new training tools. Howard Miller reps across the country now utilize consistent, interactive training processes. In turn, retail reps actively position clocks using an established sales process, instead of treating them as “incidentals”
What They Said
“Utilizing Invision Strategies is one of the best decisions that we have made in the last 15 years. Howard Miller needed to take their retail training to a higher level, which was more professional and effective in helping retail sales reps sell our product category…there is no question that our training sessions have been taken to the next level. Our sales management has observed it and so have our retailers. We would not have been able to achieve this without Invision Strategies. We did not have their expertise and would not have been able to change our retail training to an exciting new format. What impressed us most about Invision Strategies was that the program was tailored totally to our product and retail customers. They do not use 'glittering generalities'. We will continue to use Invision Strategies in the future to bring new ideas and methods to our sales force."
Bob Lehocky, Vice President of Sales
