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.