Product Re-Launch Increases Sales 400%
Problem
The Operator Services organization for a major landline telecommunications company found that their dominant position had been eroded by new technologies and aggressive competitors. In response, they launched a new product which met with skepticism and indifference from their employees and produced disappointing results in the market.
Solution
Vision and strategy. Senior leaders engaged The Elkind Group to identify the opportunity in the marketplace and develop recommendations for re-launching the new product. Our analysis revealed a substantial revenue opportunity that required a change in the culture and mindset of the client organization. We worked with the leadership team to develop a new sales strategy and a communication plan to build the case for change.
Customized training. We gained the active support of managers by designing and conducting an intensive training program which provided them with critical skills in sales, sales leadership, coaching, and change management. And we trained the management team to deliver a new product sales training program to the front line.
Performance management. We worked closely with the leadership team to revise the performance standards, develop a new incentive program, and implement a feedback system for capturing best practices and suggestions for system upgrades.
Results
The product re-launch was an outstanding success. Within just four months our client had increased sales by 400% while exceeding efficiency expectations.