"Kodiak Group did an outstanding job of leading our sales and marketing teams in the development of our new corporate message. They have remained closely engaged with our sales team to ensure that our new message is resonating with our clients, differentiating us against our competitors, and leading to larger deals. "
- VP and GM, Carlton-Bates (a WESCO company)


Sales Manager Enablement

Network Equipment

Objective

Increase the productivity and consistency of the sales team's performance, and improve the retention and strategic capabilities of the sales management team.

 

Obstacles

The entire sales team had a technical and engineering-focused perspective, with the managers acting as account quarterbacks and deal closers, instead of focusing on the coaching and growth of their people.

 

Approach

We defined a sales management system, including strategic planning, sales execution coaching, team development and a leadership dashboard.  The leadership staff established a regular discipline of coaching and review calls.   Managers were provided with on-going training on coaching, leadership and change management.

 

Outcome

Sales grew 15% year-over-year, while reducing cost-of-sale and streamlining headcount, leading to significant per-head productivity increases.