Case Study Return to Sender... The Sales Championship comes back to the Canada Post Corporation Canada Post Corporation CLIENT CHALLENGE The overwhelming success of the Canada Post Corporation’s (CPC) Sales Championship™ in 2005 brought exper!ence it and Optimé International back for a rematch at CPC’s 2006 National Sales Conference. As in the previous year, the training had to be administered both in English and French to over 250 senior sales professionals. Our task for this Sales Championship™ was to help instill the new vision for how Canada Post would deliver the future. They challenged us to have their sales force take on the leadership role as quarterback for the corporation. In other words, through learning how to leverage their own internal resources, they would learn to solve and implement strategic, large-scale solutions with and for their “ The assessments and behavioral insights you provided on our strengths and development clients. opportunities, both individually and as an organization, were second to none. Some CREATIVE RANGE members of the sales force have indicated that Our team of experts already had an outstanding relationship with this is the best, richest and most meaningful feedback they have received in their entire CPC; therefore we were given full creative range as we developed a careers. I would not hesitate to highly brand new customized program for them. The project culminated in recommend this immersive, revolutionary the creation of Omni Inc., a company whose operations mimicked performance improvement methodology to any company looking to take their sales force to current sales industry trends and nuances, while highlighting customer-focused sales initiatives. Championship Selling level! ” Benoit Côté Director, Performance Excellence Sales Championship™ Case Study build sales. An exemplary comment relayed to our data collection team was as follows: “The on-the-spot coaching CHAMPIONSHIP SOLUTION by internal resources and challenges truly simulated our Canada Post’s sales professionals were stationed in a simulated sales environment that came complete with company resources, customers and of course, competition! We also received wonderful compliments The participants were assigned several meeting times with from participants who played the role of their customers over a fictional selling cycle, during which customers, such as, “Playing the role of the they had to establish strong bonds, uncover client issues customer gave me a very good perspective of they could help resolve and ultimately close big deals. They what it takes to build trust, relationships and also had to leverage their internal resources (finance, how trust leads to business deals and ventures.” marketing, logistics, customer analyst and consumer market knowledge) and make a larger strategic sale while playing a challenges in the ‘real world’.” customer general manager role. The teams competed against one another in a setting where THANKS they were overloaded with resources and information, This event would not have taken place without the support without enough time to make perfect decisions, and yet of Benoît Côté, Lucia Pollice, Stewart Bacon and their were challenged to succeed despite this. The emphasis extraordinary Performance Excellence Team. Without their however, was on understanding customers’ needs and foresight and input, we would not have been able to business issues to help business relationships grow. After the produce such a comprehensive and complete learning final sales results were in, we concluded the training with a experience for the Canada Post sales force. Also, the team group debriefing that included multifaceted feedback loops at Communiqué and our partners at Optimé International from the participants' customer and sales partners, and a Inc. helped to create a vibrant, aesthetically amazing discussion about the practical application of the knowledge environment that encouraged participation and acquired over the day. The final event of the day was the involvement. awards ceremony, during which the top sales teams and account teams were acknowledged. All in all, this intense For more information please contact simulation offered a challenging, engaging, highly Annabel Pearce, competitive, sophisticated opportunity for personal and Sales Championship™ Project Manager professional growth. email@example.com or call us at 416.699.6107. RESULTS The CPC participants’ evaluation of this program was rewardingly positive; 95% said they would recommend the Sales Championship II™ to others and 86% stated that it gave www.experienceit.com www.optime.com them superior tools for leveraging internal resources to help We align hearts and minds to your strategic intent.
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