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When LexisNexis approached us, they had a few challenges they wanted to solve. They were transitioning their business offering from print to online and their sales teams were struggling to sell the new digital propositions. They weren’t getting high enough, to the right decision makers in their customers nor where they consistently able to demonstrate the value of their solutions. Forecasting was poor (in one quarter, only closing 18% of deals at 90% probability of closing in CRM) and they lacked a common sales methodology and language across their sales teams, which ranged from Telephone Account Management through to Major Accounts
The LN Way of Selling had to be suitable for each team, regardless of the number of accounts they were managing and whether this was telephone based or face to face. This was achieved by worked closely with their sales leaders and training department and involved integrating SPIN selling with Gener8’s CO-IMPACT deal management methodology. Each team attended two 2-day workshops, spread over 6 months. A sales leaders How to Coach programme was also rolled out to give the managers the confidence and capability to coach and develop their people. This allowed the Way of Selling to be reinforced so it lived on in the business long after the workshops were delivered, allowing development areas for each account manager to be identified and worked on with their manager.
Sales cycle times reduced by 16% (12 wks to 10 wks), a new product launch achieved 170% of target and online revenues increased by 22%. Pipelines became more fluid, client retention increased and during this period their Net Promoter Score went up by 17%. The programme also won the London 1000+ employees award for best training programme at the National Training Awards.