The Challenge:
A specialty chemicals supplier wanted to improve the sales force effectiveness of its 100-person sales team. The firm’s customers were consolidating and leveraging their purchasing clout to drive down margins. Faced with these pressures, the business asked Market Edge to help improve its key account management, value selling, and negotiating skills.

The Approach:
Market Edge was asked to identify the critical issues and design a number of sales training programs. Consultants worked with selected sales professionals to understand the challenges they were facing, and then worked with the sales managers to optimize the structure and pace of the training. Pilot training programs were developed, learning was captured, and the program was optimized before being rolled out to the entire sales team.

The Outcome:
Through the interactive design process the business obtained a highly customized sales training process that was efficient on sales professionals' time as well as highly effective in enhancing their key account management, negotiation and value selling skills.