Case Study: Classic Foodservice & Marketing Company

 

Foodservice Sales & Marketing Company Reduces Turnover by 30% and Increases Closed Sales By 28% in Only 90 Days Summary

This regional Foodservice Sales and Marketing Company began using TriMetrix® assessments as part of their hiring process. The company also enrolled their entire sales force in IMPACT Sales Training.

Summary

This regional Foodservice Sales and Marketing Company began using TriMetrix® assessments as part of their hiring process. The company also enrolled their entire sales force in IMPACT Sales Training.

Situation

The president of a growing foodservice sales and marketing company was asked to attend The Brooks Group’s Sales Management Symposium by the CEO of a business he was going to purchase. According to the president, “Believe it or not, I went against my better judgment…I thought I already had a handle on all that.” However, at the Symposium he became acquainted with the sales and sales management screening, development, and retention systems The Brooks Group offers…and he was impressed. The foodservice sales and marketing company began using TriMetrix® assessments offered by The Brooks Group to assist in making hiring decisions.

Results

Average annual turnover rate in the sales department fell from 50% to 20% The CEO says, “The assessments stopped me from hiring several people whom I normally would have hired. Our largest challenge was constantly hiring people who never worked out.”

In the first 90 days after IMPACT training closing rates increased by 28%

Hiring with TriMetrix Reduces Turnover

After experiencing the benefits of The Symposium and TriMetrix, the foodservice sales and marketing company’s president signed his entire sales team up for IMPACT Sales Training with The Brooks Group.

By using the TriMetrix System, this company was able to create a job “benchmark” or profile of the ideal candidate for its sales position. The benchmark defined exactly what qualities it would take for a candidate to become a successful salesperson at their organization. They could assess each candidate with TriMetrix and compare the individual’s scores in each area to the benchmark.

“Benchmarking the sales position – and comparing potential salespeople to it – is a key factor in our hiring process.” says the company president. In addition, once a new hire begins work, the TriMetrix orientation and performance management tools are the basis of his or her individualized training program. The president said he believes TriMetrix has made him a “much more effective coach when communicating to our staff.”

The Bottom Line for This Foodservice Sales Company

Average annual turnover rate in the sales department was 50%. Now it is 20%. The CEO says, “The assessments stopped me from hiring several people whom I normally would have hired. Our largest challenge was constantly hiring people who never worked out.”

The sales team began to see results of their IMPACT training almost immediately – the president asserts that “IMPACT was a turnkey sales and management system. It solved all of our issues in one swoop. In the first 90 days after our IMPACT training, our company closing rate rose by 28%.”

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