|
Fitness Institute, Toronto
What is the best Advertisement for a Sales & Marketing Effectiveness
Company… When their Customers' Customers notice Improved Effectiveness
and Skills
Situation
Based in Toronto, The Fitness Institute operates 3 premier fitness
and sports facilities around the city. However, with many competitors
entering the market it became obvious that the Sales Force needed
to sharpen its skills and become more proactive as sales were
lagging.
Thus, when the Executive Vice President, Yvonne Camus, observed
a very effective sales person from Dun and Bradstreet, who was
selling to her and the President, she asked him how and where
he had improved his sales effectiveness and skills.
Upon learning that he had been trained around the PERFORMAX System
and the subsequent skills training, she asked PERFORMAX to propose
a similar Program.
The Solution
In April, they contracted with The PERFORMAX Sales & Marketing
Group of Toronto to:
- Conduct an Assessment of the Company's Sales & Marketing Effectiveness
- Implement a customized version of The PERFORMAX System to
provide:
- Sales Plans, to focus both managers and sales staff
- A Sales Process with a "looking forwards" Sales Forecasting
capability
- Improve Sales Skills to call on and sell to Executives.
The Company
Based in Toronto, PERFORMAX helps companies around the world to
increase their Sales & Marketing Effectiveness. The company has
seen great success in the IT Hardware and Software Industry, Utilities
and Telecommunications Markets; thus, The Fitness Institute is
a non traditional Customer for PERFORMAX.
The Founder, Peter Michie says, "We have developed a series
of processes, tools and techniques aimed at improving the effectiveness
of large or high growth companies selling complex products and
services. It was re-assuring to find that the same techniques
could be applied to a first class, but less complex offering."
|
