Chris Adams, the Chief Gross sales Officer at Scorpion Design, 
has spent the final 20 years with totally different corporations and has been a a part of a number of acquisitions throughout this time. Every time there was an acquisition, a brand new gross sales methodology has been applied from the mother or father firm. These methodologies all have comparable traits:
- Preserve the shopper in focus
- Ask questions to higher perceive the shopper
- Determine easy methods to get the shopper from the place they’re to the place they need to be
Chris, after taking on the CSO place, determined he wanted one thing totally different. He wanted a solution to combine his new hires into the Scorpion Gross sales group. After speaking to the gross sales group he was left with 2 choices, prepare the brand new hires on the prevailing gross sales methodology or begin recent. Chris took the two methodologies and put them to a rubric and in the end selected Hole Promoting.
What was totally different with a Gross sales Development Firm, it was about sellers pondering and being engaged and ensuring that they didn’t simply undergo a bunch of questions and solutions. I got here to Scorpion and I take into consideration the place our salesforce was and I’m like, ‘okay if I don’t assume that I can get these model new sellers over to that different promoting methodology, let me discover one thing that’s simple to implement that has a extremely good monitor report’ – and thru all of our vetting, we discovered that Hole and A Gross sales Development Firm as a associate was the perfect match.
When requested what essentially the most rewarding a part of the job was Chris informed us – Teaching folks and seeing folks develop and get higher.
What I actually preferred with ASG and Keenan particularly we have been very effectively aligned in that we might make the toughest factor that I’ve to do a better factor. We must plant these seeds and problem folks to begin to assume as a way to develop and in flip I get to do extra of the factor that makes me most comfortable which is watch folks develop and watch them get higher.
What’s modified because the coaching for Scorpion?
- Re-energized Gross sales Workforce
- Elevated Promoting Enthusiasm
- Elevated Essential Considering
- Greater Buyer Engagement
What separated Hole Promoting and A Gross sales Development Firm from the others?
Individuals simply usually facilitate, They don’t prepare for folks to truly get higher, they’re “I’ve come, I’ve delivered the message, Hopefully they bought it” – they usually transfer on. I didn’t really feel that manner. There was nothing robotic in regards to the strategy. It was within the second. Real. It was a kind of issues the place you might establish with it. It felt very customized. You possibly can inform from the very starting that his intent was for folks to study, for folks to get higher. That was very nice as a result of I felt like he wasn’t going to simply pull up brief and let folks get away with issues, he wasn’t going to let folks simply verify themselves out of the method.
For those who or your group are going through comparable points, click on right here to schedule a discovery name with our gross sales group to study if we might help you implement a brand new gross sales technique.
