EVERGREEN SALES GROUP
Strategy
See our Evidence of Success Below
US BASED MATERIALS MANUFACTURE
EVERGREEN SALES GROUP SALES PROCESS DRIVES 8% TOPLINE GROWTH, A 22% INCREASE IN GROSS MARGIN
KEY RESULTS
REVENUE GROWTH
8% topline growth. 2% increase in net profit.
IMPACT
High-value products are repriced with an average 22% increase in Gross Margin. 312 SKUs were eliminated from the catalog. On-time delivery improved by 18%.
FINANCIALS
Return 1106% ROI of funding by state grants.
CLIENT
Large (>$1B) national HVAC component manufacturer with 139 reps and 30 leaders between 3 companies. They sold through distributors nationwide. Companies often compete for the same projects.
BUSINESS NEED
Rising costs and sinking customer satisfaction resulted in business deterioration and angry distributors.
A new CEO needed to build a customer-friendly culture and rebrand solution offerings while reducing costs.
BUSINESS ISSUES
- Reps relied on past relationships to sell and lack the mindset and skills to deal with complex engineered business outcomes.
- The sales process did not provide insights into customers’ buying modalities, often resulting in overpriced supply challenges for the dealer network.
SOLUTION
- Build a One Customer Sales Intelligent™ culture that aligns all division, support, manufacturing, and marketing plans toward high-value customers.
- Provide deal reviews, deliberate practice, and Sales Support training to build selling fluency.
Build a Sales Intelligent Culture