A solar company in Uganda wanted to re-train their regional sales managers on sales. This was organized as workshop with all regional sales managers in attendance. Their challenge was that the sales sales team were ineffective in identifying the right clients, pitching to clients as well as closing sales.
“We are in a market where over 90% of the villages do not have access to consistent and clean power solutions but are sales team are failing to get customers to purchase the solar units” – Managing Director
The workshop was structured as:
- understanding their current situation in terms of understanding the company vision, sales team management and how they currently serve their clients,
- train on new sales model called CLEAR, and
- customer profiling
At the end of the workshop, all participants were able to identify and align with the vision of the company and identify the challenges they face with the field team and how to approach it. They were also able to learn about a new sales methodology which focuses on identifying problem of client and positioning a solution in line with their problems. Lastly they were able to learn and build a profile of their ideal customer.