Introduction of Challenger Selling

Problem:

Long-term relationships with customers led to a relationship-based sell. With changing government reimbursement leading to tighter cost focus, a new selling approach was needed to ensure the sales team were helping our customer’s position.

Solution:

Introduction and follow on support of Challenger Selling from the Corporate Executive Board. Included the initial education of frontline sales team, and embedding the approach into the onboarding approach for new sales people. Further development focused on the sales management team to effectively coach their teams to new behaviours.

Result:

Maintained double-digit revenue growth in an economically challenging environment