Case Studies
Global Coworking Space Provider
The Client
The leading provider of coworking spaces globally. We worked with the Indian sales organisation transforming their sales approach from a transactional product focused sale to a consultative, trust-based relationship sale.
The Challenge
There were a number of challenges articulated by the CEO of the organisation in regard to the sales organisation. His aspirations were:
- To move salespeople from being transactional to more consultative to win larger deals working with more sophisticated customers.
- To get salespeople to package multiple products together to increase the potential deal size.
- To move salespeople out of their complacency and reignite the passion that once existed, where every deal was fought out.
- To reduce churn of members.
The Solution
Ariel Australasia designed and delivered a series of customised in-person Consultative Selling Skills programs across the entire sales team.
We worked with the client to develop several reinforcement strategies to make the training truly transformational, including:
- Regular skill clinics conducted virtually to help salespeople continue to develop their skills on the job.
- A train-the-trainer for their sales leaders to co-facilitate selling workshops for their teams so that they could continue sustaining the momentum that had been built.
The success of the training was measured by:
- Increase in conversion rates (lead to talk; talk to desks sold).
- Net Promoter Scores
- The increase in the quality and quantity of proposals going out.
- Conversion rates
- Monthly desks sold
- Results from mystery sales audits.
