Driving 3X Increase in Average Order Size: ASLAN Sales Training Transforms Inbound Sales for Wholesale Distribution Company
45%Overview
ASLAN's sales training helped a wholesale distribution company significantly boost their inbound sales performance. By enhancing selling skills, the company saw a 3X increase in average order size and a 45% improvement in conversion rates. This case study demonstrates how targeted training can drive substantial revenue growth and optimize sales effectiveness.
Lack of Selling Skills and Sales Management Training
Before working with ASLAN Training, the wholesale distribution company struggled with inconsistent sales performance. Sales representatives lacked strong selling skills and needed better strategies for engaging customers. Additionally, sales management training was limited, leaving managers unable to effectively coach their teams. This resulted in missed revenue opportunities, lower conversion rates, and suboptimal order sizes. The company sought a solution to elevate its sales capabilities and drive growth through targeted training.
ASLAN’s Sales Training Solution for a Global Wholesale Distribution Company
The MRO supplier approached ASLAN to help shift their customer service team from a “service-only” mentality to a more proactive “service and sales” approach. ASLAN’s solution involved comprehensive sales training that emphasized proactive communication and selling skills. Reps were taught to uncover customer needs beyond the immediate request and adopt an other-centered approach to guide conversations. This culture shift was crucial, as many service reps initially saw sales as a negative task.
ASLAN provided targeted sales training, focusing on developing the reps’ skills to lead customer interactions and explore additional sales opportunities. ASLAN’s training also emphasized gross margin protection, helping service reps maintain pricing while uncovering higher-margin products. Sales management training was provided to ensure that leadership could effectively support and coach their teams.
Solutions Implemented by ASLAN Training
Impressive Sales Growth: 3X Increase in Average Order Size and 2X Boost in Gross Margin with ASLAN’s Sales Training
The results were impressive: groups trained by ASLAN showed a 3X increase in average order size and a 2X increase in gross margin compared to untrained teams. Encouraged by the success, the MRO supplier expanded the training to their entire customer service team.
ASLAN’s tailored solution, which included sales training and sales management coaching, empowered reps to take a more active role in customer interactions, leading to improved sales outcomes and increased profitability.
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ASLAN’s tailored sales training and management solutions led to remarkable results for a leading MRO supplier.
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