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ScanSource: Transforming Account Managers into Growth Drivers

How custom sales training for every role resulted in $25M in new revenue and 875% ROI.

45deg-arrow-red $25M
New Revenue
875%
Return on Investment (ROI)

Overview

ScanSource needed their account managers to do more than just react to customer needs. They needed to lead the conversation, uncover new opportunities, and protect their business in a crowded, price-driven market. 

With teams managing everything from small resellers to global enterprise accounts, off-the-shelf training wasn’t going to cut it. That’s where ASLAN came in with a program built for the real-world challenges each team faced.

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The Challenge

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Our Solution

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Results & Impact

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THE CHALLENGE

Stalled Growth and a Shifting Market

ScanSource was operating in a highly competitive, price-driven market. They needed to protect existing reseller relationships and grow share. But their customer-facing teams weren’t equipped to make that leap.

  • Inside Sales Reps were primarily order-takers, missing chances to uncover new needs or build deeper partnerships with resellers.
  • Customer Service and Tech Support teams were responsive but reactive. They helped customers in the moment but missed the opportunity to build loyalty or spot growth opportunities.
  • Account Executives were up against competitors offering steep discounts. Without the tools to communicate value, deals came down to price, and loyalty was at risk.

To grow market share and increase retention, ScanSource needed a different kind of sales force: one that could shift from reactive service to proactive value creation. And that meant role-specific support, not a generic training fix.

OUR SOLUTION

ASLAN’s Solution: The Right Tools for Each Role

ScanSource didn’t need generic training. They needed role-specific programs that helped every team sell smarter, whether they were managing hundreds of small accounts or a few strategic ones.

  • Other-Centered® Selling: Inside sales learned to lead conversations, uncover needs, and deepen reseller relationships—not just process orders.
  • Experience+™: Customer service and tech support teams were trained to build loyalty in every interaction and spot hidden opportunities to grow accounts.
  • Strategic Account Management: Account executives gained the tools to establish value in price-sensitive deals and become true partners to their largest customers.
  • Catalyst™ Coaching: Managers were equipped to coach to the new skills and drive lasting behavior change across all teams.

Each solution was customized to how the teams actually worked, not how a textbook says they should.

TRAINING

Solutions Implemented by ASLAN Training

Other-Centered® Selling (OCS)

Sales training program for consultative selling.

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Experience+™

Driving revenue growth through unparalleled customer service. 

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Strategic Account Management

Transforming account managers into trusted advisors.

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Catalyst™

Transforming sales managers into leaders.

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THE RESULTS

From Order-Takers to Growth-Drivers

When every team had the right tools (and leaders who could coach to them) ScanSource saw results that went beyond expectations:

  • $25 million in new revenue: Teams stopped just responding to requests and started uncovering opportunities customers didn't even know they had.
  • Inside sales became trusted advisors: Instead of just processing orders, they spotted needs, delivered better solutions, and grew wallet share with existing resellers.
  • Enterprise teams defended value: Account executives held their ground in price-driven deals and kept competitors from stealing key accounts.
  • Service became a loyalty driver: Every interaction became a chance to strengthen relationships, making it harder for competitors to get a foothold.

With an 875% ROI on sales training, ScanSource proved that when you equip every role with the right skills, growth follows, no matter how competitive the market.

“Based on the training and coaching ASLAN has provided to date, we are forecasting incremental revenue attributed to training of $25 million and an ROI of 875%.”

JEFF REHM, DIRECTOR OF TRAINING AT SCANSOURCE

Ready to see similar results?

ASLAN offers workshops, training, and tailored solutions to enhance selling skills, boost sales coaching, and drive lasting improvements across your sales team. With proven results like a 100% increase in successful calls, we can help transform your sales force.

Fill out the form, and we’ll reach out within 24 hours (Monday-Friday).

Let’s talk about how we can help you achieve the same game-changing results!

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