products. Prior to working with Invision, sales reps were relying heavily on “personality” and frequency of unscheduled calls to support their sales efforts. The sales process was not defined and there was little structure in the calling effort. Additionally, the sales management team wanted to improve their leadership and coaching role in the field. Personal development was limited in the field force. 
The Solution
Invision’s frontline response was to extensively interview individuals from every area to provide a “reality check” and discover new opportunities. Invision recommended and instituted a five step sales process that tackled territory management, presenting new opportunities, and retaining customers. Invision also created a training program to develop trainers within the organization to train the 5000 plus retail dealer network. Programs to structure key account management, advertising and prospecting were developed and rolled out to senior level reps. A structured coaching system was implemented along with a leadership program with individual 360 degree assessments for all managers.
What They Said
“Invision strategies gave me confidence that together, we would build something great. They worked to find out what was really happening in the field. Based on our findings, we developed and implementing a defined sales process, a retail sales process for dealers, a training process to rollout new initiatives, and a leadership support plan to make it all work together. One of the greatest impacts Invision Strategies has had on our organization was establishing a method of interactive training for our reps to use with their dealers. Then through developing our coaches, we improved the accountability of our management team to coach their people. Our retailers now expect that their people will learn to get better sales results through their involvement with us.
Even the most cynical of your group will respond to Invision’s training. The team at Invision Strategies is smart, resourceful, attentive, and creative. They are amazing in their knowledge and dynamic in their delivery."
Even the most cynical of your group will respond to Invision’s training. The team at Invision Strategies is smart, resourceful, attentive, and creative. They are amazing in their knowledge and dynamic in their delivery."
Craig Wilson, Vice President of Sales Development
