Slattery Sales Group Case Study

Consulting Firm Case Study

In 2015, the leadership of a Minneapolis-based consulting firm recognized the need to enhance the sales skills of its subject matter experts. After multiple attempts to retain dedicated sales people, the small business realized it wasn’t structured to do so successfully. “You’re developing credibility with the team – the technical experts. Our senior subject level subject matter experts need to generate revenue. We’ve attempted to have sales people, but they’ve always fallen short because they’re not skilled at the conversations needed in our business,” said the CEO.

They reached out to Slattery Sales Group.

The firm worked intensely with Terry Slattery throughout 2016, digging deep to identify their differentiating value (DV) and spreading a customized version of the boot camp over two months. This approach helped the staff absorb what they learned and apply it to their positions and responsibilities. From there, the team did in-depth work to refine their sales process. During the training, the leadership team also learned how to become sales managers and coaches. Terry helped the team develop confidence in their sales-focused management skills.

Within the first two years, the company experienced a 17 percent lift in revenue. The leadership team also improved their relationships with clients and prospects. They understand their position in sales and how important it is to commanding the sales method. The firm has also used their sales management training to develop other staffing levels. Everyone at the firm appreciates Terry’s style of coaching and how he presents his material.

The consulting firm still works with Slattery Sales Group. New hires who have revenue accountability are sent to SMC Boot Camp. The firm also calls on Terry when they need help thinking outside the box for prospective clients.

“Terry Slattery’s approach is extremely well-aligned with how we look at sales in a professional services environment. It’s multi-dimensional and adds a flavor of verbal and non-verbal skills, as well as mental skills, as he models behavior in front of the group.” – CEO

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