Focus: Sales and sales management skills and process training.

Products: Sales Management Coaching

GTSI, Chantilly, VA

GTSI is a provider of technical solutions to the Federal Government. GTSI was in need of advanced solution selling, skills, account management, and sales management development. The Chapman Group was engaged to address these areas of need.  

Situational Overview

GTSI had identified that most sales were being conducted as “transactional” purchases. Little value was being communicated, beyond technology to the customer. GTSI had also identified that their sales representatives and account managers were not really networking within major agency accounts. These activities were positioning GTSI primarily as a “commodity” resource with little perceived value and decreasing sales margins. In addition, turnover was increasing and competition was improving. It was GTSI’s conclusion that due to minimal sales management experience that little, if any, coaching was going on between manager and sales representative.  

Efforts:

The Chapman Group was engaged to provide sales and management skills and process training to address these business issues. Initially, we developed strategic sales training workshops that focused on enabling sales staff to communicate and demonstrate value to government agencies. Additionally, sales management (coaching) process & workshops were integrated into the sales organization. Follow-up individualized training workshops were conducted, on an as-needed basis.  

Our efforts included:

·       Consultative value-added sales training programs

·       Sales management and sales coaching curriculum

·       Account management processes, plans, and communication systems

Results:

·      Sales grew from $400 mm to $550mm in 12 months

·      Per agency contracts grew by 20%

·      Sales margins increased approximately 2 points

·      The company, as well as participants captured all efforts on video for future re-use and review.