Southwestern Consulting Press Kit

Thank you for taking the time to learn about our company and how we partner with companies just like yours. We hope this packet of information will provide the answer to some of your questions and give you a better understanding of what we do and how we engage with clients.

In the following pages, you will learn about our team of consultants, our primary collection of services, how we engage with new clients and some additional information on past clients and what they have to say about our professional relationship.

Our goal is to be the best at what we do and to help you do the same.

Thank you again for the opportunity to introduce our company to yours!

Welcome

WE CREATESALES CULTURES

MN | Sales Director | PERFECT INFORMATION

The key reason I chose Southwestern Consulting™ is because they made the effort to understand my business, my needs and the marketplace, but also because they had the right energy, experience and focus levels for my team. We have had our best quarter ever.

Tim Rodgers | Market Director | SCI - Alabama Funeral

In the last 4 months, our entire organization improved performance by 18% from last year. I appreciate the opportunity to work with Southwestern Consulting™ and recommend anyone who is serious about growing their sales team to give their program a try.

Chad Goldwasser | Managing Broker | Goldwasser

Last year we sold 543 homes and we had the #1 Keller Williams sales team worldwide out of 76,000 agents. After being coached by Southwestern Consulting™,I’m just getting things right away, taking them and implementing them, seeing the reaction that I’m getting and it’s incredible!

Frank Argenbright | Owner/CEO | SecurAmerica

Just the research phase alone opened my eyes to key areas of improvement in our business. Southwestern Consulting™ helped us make an immediate change in our business. The initial investment was well worth the finding report in itself. I cannot believe the things you found out about our salespeople, operations team, leadership team and clients in 45 days. You guys are the best sales performance consultants in the world period.

Will Bartholomew | CEO | D1

Last year was our most profitable year. After working with Southwestern Consulting™ for 2 years and implementing their sales and recruiting systems, our sales numbers have just shot through the roof! We went from 3 locations with 5 salespeople to over 15 locations with 35 salespeople. We went from where we were adding about 5 new members a week to having 56 new members last week.

testimonials

Email : [email protected] Web : www.southwesternconsulting.com

Rachel Claflin |Director of Recruiting | Altig

Southwestern Consulting™ has worked with our company a very short time, but have helped up make a huge impact. Southwestern Consulting™ came in and treated us with respect and understanding, and motivated us toward expanding our social media reach. We created a Facebook fanpage and refocused our Twitter efforts which immediately skyrocketed us to hundreds of fans and followers. We realized the power of LinkedIn and YouTube, and how we could use these sites to bring in the best possible candidates to our organization. We would highly recommend Southwestern Consulting™ to any company that is looking to reach more people and do more business through social media.

testimonials

Lee Pepper | CMO | Foundations Recovery Network

We had been stagnant in our inside sales center for a number of years. We were successful, but many of our key indicators seemed stagnant over a prolonged period of time. Southwestern Consulting™ visited with me at our offices and I shared some of the statistics we were seeing, our history and business model. We quickly executed a 30 day analysis and what they came back with was mind blowing. We followed up that analysis with a sales process and call center overhaul. It’s turned out to be one of the best decisions I have made as a leader. Our call to admission conversion ratio has qradrupled! This has not only made a big impact on our company, but think of the number of people that have now committed to getting help that we were missing before. Amazing!

Corey Cleek | Co-Founder | Uloop

Uloop grew its revenues by over 50% in 2011 while working with Southwestern Consulting™ by receiving unique insight into identifying sales opportunities and developing sales programs around those opportunities.

The training provided is top-notch, and their ability to develop sales talks, sales presentations and creative ways to address and overcome objections provides tremendous value to our organization.



Globalclient list

Finance/InsuranceCazenove

Gissings

Cavanaugh Group

Travelex UK Ltd.

M&G Investment

LV

Investec Asset Management

National Friendly

Globex Foreign Exchange

Aberdeen Asset Management

Intedelta

Simply Business

CFC Underwriting

Domestic & General

Smith Barney

Prudential

Primary Residential Mortgage

Bowen Insurance Agency

Benefits Plus Inc.

Wells Fargo

Aflac

Amerilife and Health Services

Merrill Lynch

Morgan Stanley

Primerica

Bankers Life

Countrywide

Prosurity

Northwestern Mutual

ConsultancyMoorhouse Consulting

CVL

Consilium

Top Consultancy

WRc

Othello Consulting

RXperience

Glue Ltd.Analysys

Mason

Tuffin Ferraby Taylor

Manufacturing / EngineeringARUP

Arctic Paper UK Ltd.

Traka

Halcrow

Business to BusinessFitting Exposure

Gainsborough

SCI Sales

Instant Offices

The Shield Guarding Co.

ICC Information

ComXo

Talisman

AHI Roofing

Handepay

IT SoftwareSurfcontrol

Alacra

Perfect Information

Complinet

AlwaysOn

IPL

Sungard

CNXN Tech

OnlineFish4

Instant Fusion

Top-consultant.com

IT Job Board

Gumtree Company Warehouse

Med-Search

RecruitmentPathway IT Resourcing

Hays Montrose

Veredus

Affiniti

Freshminds

GCS Recruitment

Funds Parnership

Media/AdvertisingNewsquest Media Group

Eurosport Television

Quest Media

Penne Barker

Newsco Insider

One Branh Group

Confero Marketing

Clear Channel Radio

Adlink

DirecTV

Business to ConsumerHillarys Blinds

NPower Energy

Pieroth

Tom James UK Ltd.

Home Fundraising

Henderson Family Dentistry

D1 Sports Training

Healthway

Network MarketingBetterware UK Ltd.

Forever Living Products

Avon

Kleeneze

FMCGWella UK

MasterfoodsUnilever BestfoodsBighamsBiloxi Southern FoodsNew England SeafoodMilklinkExit Reality PlusHerb Lord RealtorsCraighead DevelopmentTexas Heritage

LeisureGolfbreak.comBales WorldwideWestgateHotel PartnersTimes Shares

RetailPringle of ScotlandHallmarks CardsWestgate EFIBooksmith

PharmaceuticalUCB CelltechRoche

EducationManchester Metropolitan UniversityWarwick University

Not-For-Profit OrganizationBusiness in the communityEnglish Farming and FoodYMCA

Amanda Johns Vaden | Senior Partner• Senior Partner at Southwestern Consulting™• Founder, Southwestern Speakers Bureau• Keynote Speaker, Sales Trainer and Business Consultant• Nationally recognized in the top 1% in her field• Million Dollar Producer • Author of Selling to the Sexes and 4-Dimensional Follow UpWebsite: www.amandajohnsvaden.comBlog: http://amandajohnsvaden.wordpress.com

Dustin Hillis | Co-Founder• Co-Founder of Southwestern Consulting™• Author of Navigate: Selling the Way People Like to Buy and Navigate Referrals• Co-Author of Speaking of Success along with Stephen Covey, Ken Blanchard

and Jack Canfield• Current #1 Producer out of over 150,000 salespeople worldwide for the over 155-year-old Southwestern CompanyBlog: http://sellingthewaypeopleliketobuy.comWebsite: www.dustinhillis.com

Ron Marks | Senior Partner• Author of Amazon bestselling book Managing for Sales Results• Member of National Speakers Association• Awarded Certified Speaking Professional (CSP)• Over 30 years of sales management training with internationally known trainer Tom Hopkins• Ron increased the revunue in a previous company by $36 Million in a two year timeframe

Rory Vaden | MBA | Co-Founder • Co-Founder of Southwestern Consulting™• Author of New York Times Bestseller Take The Stairs: 7 Steps to Achieving True Success• Internationally recognized Keynote Speaker, Professional Sales Trainer and Executive Coach• Toastmasters World Champion of Public Speaking First Runner-UpWebsite: www.roryvaden.comBlog: http://roryvaden.com/blog

Ourconsultants


Gary Michels | Co-Founder• Co-Founder of Southwestern Consulting™• Keynote Speaker, Sales Trainer and Business Consultant• Silicon Valley Chamber of Commerce 2010 Ebby Award Recipient for Excellence in Leadership • Author of Gettin' In and Gettin' Out: How to Get In Every Prospect's Door and Get Out with a Sale and Turn It Up a NotchWebsite: http://www.turnitupanotch.com/

Emmie Brown | Senior Partner• Senior Partner of Southwestern Consulting™• Consistently ranked in the top 1% in company sales production, even as a producing manager• Personally recruited well over 100 salespeople and managed hundreds of salespeople as a District Sales Manager• Trained and coached thousands of sales professionals across numerous industries

Steve Hillis | Business Consultant• 32 Years experience in developing Sales Organizations by training and managing sales teams• Award Winning Business Leader for Strategic Clarity in Business Plans• Experienced Entrepreneur who built a $12 million Sales Organization• Senior Executive experience with large $5 Billion Fortune 500 companies• Seasoned Business Leader responsible for several corporate acquisitions • Author of the upcoming book Listen to Your Customers

Ourconsultants


Isla Lake, M.S. | Business Consultant• Masters degree in Sustainable Business Performance• Certified Mediation Consultant• GBCI, LEED Green Associate• Has been with Southwestern Consulting™ since 2010• Serves as Consulting Division Coordinator• Corporate Program Director for the Southwestern Speakers Bureau

Dave Brown | Senior Partner• Senior Partner of Southwestern Consulting™• Author of the upcoming book Painless Prospecting• Knocked on over 50,000 doors before the age of 25• Spoken to and trained over 100,000 sales professionals across the globe• Record breaking salesman at Southwestern Advantage and Southwestern Consulting™Blog: http://davebrownspeaker.wordpress.com

O U R P U R P O S E I S T O D E L I V E R G R O W T H F O R T H E O R G A N I Z AT I O N ,I N D I V I D U A L D E V E L O P M E N T A N D S U C C E S S F O R O U R C L I E N T S ,

A N D A G E N U I N E B E L I E F I N S A L E S T H R O U G H O U T T H E B U S I N E S S .

WE AIM TO BECOME THE AUTHORITY IN HABIT BASED BUSINESS DEVELOPMENT,DELIVERING SUSTAINABLE, SUCCESSFUL SALES TEAMS THAT INCLUDE

E V E RY O N E W H E R E V E R T H E Y S I T W I T H I N T H E O R G A N I Z AT I O N .


Sales Performance• How to effectively shadow and train your people• Orchestrating effective team meetings• Developing personal review meetings• How to confront under-performance to increase sales• Ongoing sales team development• Recognition and incentive plans• Sales activity analysis and review• How to create key recruiting systems• Sales team and management on-boarding processes

OurServicesSales Leadership / Management

Conflict Management / Mediation

Recruiting and Retention Systems Executive Strategy

Social • Online image• Branding• Attracting the right kind of people from your networks• How to use LinkedIn as a referral generating machine• Selling online• How to create relationships via Facebook• How to implement YouTube as a selling tool• Creating your message and developing your content• How to recruit the right people• How to integrate new people successfully• How to continually develop your team

• Online activity management• Customized sales systems• Talk tracks and sales script creation for sales force• Compensation review • Incentive plan implementation • 1-on-1 Coaching• Small and large group spaced repetition training• Sales process training• Personal performance reviews

• Online recruiting application • Internal referral systems• Target recruiting for the currently employed• Resume filtration and key criteria identification• Step-by-step engagement process for potential candidates• 12-Step interview process for each candidate• Create on-boarding process with 30 Days to success plan• Ongoing training for successful recruiting

• Inter-Department conflict resolution• Mergers/ Acquisitions• Sales and HR performance strategies• Communication training• Operational role definement• Strategy, Implementation• Organization disagreement facilitation

• C-Level discussion facilitation• Strategy planning sessions• Compensation review • Organizational restructuring• Upper management functions in hiring, promoting and firing• Upper management functions in training and development• Key candidate identification• Development of company mission statement• Identification and creation of company sales culture

Web : www.southwesternconsulting.comEmail : [email protected]

SOUTHWESTERN FAMILYOF COMPANIES

The Southwestern Company, established in 1868, now has 16

successful companies across the industry spectrum and is the

parent company to Southwestern Consulting™. As part of that

rich history of varied industry success, the Southwestern

Company is proud to build upon a foundation of more than a

century of growth and strives to deliver an ongoing standard of

excellence.

Within the corporation, the division focusing on Sales

Performance is globally known as Southwestern Consulting™.

It consists of 3 specialist practices that help support clients in

every aspect of sales, including Sales Consulting and

Management Training, Sales Coaching, Sales Leadership

Coaching, Keynote Speaking and Public Sales Conferences.

All follow the same principles and ethics relating to long-term

sales growth.

Southwestern Consulting™ was formed largely because of the

reputation of and demand for the sales and success skills

portrayed in the thousands of alumni of our organization. Our

consulting and training methodologies have helped many

individuals and companies achieve long-term success all over

the globe. We provide our clients with proven recession-proof

success skills which address the individual’s habits and

motivations within their organizations. In other words, we focus

on “High Performance Sales Habits”.

Our history speaks for itself.

We deliver practical solutions which fit with the real world.

Whowe are

We focus on creating High Performance Sales Cultures based on Successful Sales Habits.

OUR AIM:To liberate the sales potential in both individuals and organizations.

OUR PHILOSOPHY:We create sales cultures.

OUR APPROACH:We investigate and understand your business issues around sales performance and create and deliver customized programs resulting in increased sales performance and sustainable revenue. We then support lasting change by ensuring that the high performance sales skills and tools we introduce become habit. Through on-going accountability, we improve our client’s sales performance by enabling them to:

• EXCEED REVENUE TARGETS• INCREASE MARKET SHARE• STRENGTHEN INTERNAL TRAINING• DEVELOP STRATEGIC PROCESSES• TARGET KEY ACCOUNTS• SHORTEN SALES CYCLES• CREATE PROACTIVE SALES CULTURES AND CAPABILITIES• IMPROVE SALESFORCE PRODUCTIVITY• REDUCE TURNOVER• IMPROVE CLOSING PERCENTAGES

By embedding sales performance strategies such as:

• BEST PRACTICE SALES BEHAVIOR• EFFECTIVE SALES TECHNIQUES• THE CONSULTIVE SALES METHODOLOGY• SALES MANAGEMENT DEVELOPMENT• INTERIM SALES MANAGEMENT / OUTSOURCED SALES MANAGER• IMPROVING SALES PIPELINE ACCURACY• MEASURING AND LINKING THE CRITICAL SUCCESS FACTOR™ TO SALES PERFORMANCE

Southwestern Consulting’s “Creating Successful Sales Habits” Triangle™ is comprised of 3 elements:

Process/Skills – 7-Step Sales CycleSales Motivation – Mindset and Sales Confidence

Self-Management – Work Habits and Sales Activity Tracking

Whatwe offer


When the 3 corners of the Southwestern Consulting™ Habits Triangle are developed, the results are high performance sales habits. This unique approach has been developed over our 155 year history and is the reason we are leaders in the sales performance arena.

Why Use a Sales Performance Consultancy?It's common for businesses to bring in external specialists to improve IT processes, financial services, PR/Marketing, etc., but they often neglect their sales force by not investing in their performance. Many simply rely on incentive programs in order to motivate their sales force to hit targets. Other companies mistakenly hire management consultants (many of whom have never been in sales) to look at their sales functions. In addition to lacking sales expertise, their skillset is inappropriate for assessing the problems associated with low sales performance.

Successful businesses understand that investing in training for their sales force is just as essential as training in other areas of business. There is no “dark art” to selling. Though some will always favor more of a natural communication style, there is still a structure and science to selling that can be taught. Every consultant at Southwestern Consulting™ has a proven track record of exceptional sales performance, comprehensive and experience-based knowledge of every aspect of sales at every level, and an intimate understanding of how to create and embed successful sales habits in individuals.

Why We Are DifferentSouthwestern Consulting™ recognizes that while attending a one-day training can be a great energizer it can only provide the awareness of what a person needs to change. We believe the focus needs to move beyond awareness into a development of strategies that will enforce successful changes in individual skills, attitudes and behaviors over the long-term.

Southwestern Consulting™ is different because:

1. Our Methodologies have been proven and practiced over our 155 year history in each of our own 16 sales companies. At any moment, our family of companies has over 10,000 active salespeople.

2. We do not employ career trainers. We teach what we have learned from real life experience in business and present it in way that truly engages the client.

3. We make the time to design the right program - not just one off the shelf that worked for another client.

4. We provide a full-service offering or, if applicable, just a single part of a solution.

5. The techniques and methods taught in our courses are both achievable and successful in the real world.

6. We work with your people at every level, as this is the only way to provide the real solution.

7. Our programs focus on habitual change rather than one-size-fits-all methodology.

8. We've tested our strategies with over 5000 sales teams nationwide and provided 1-on-1 sales coaching with over 1000 individuals in 19 different industries.

Whatwe offer



WHAT DOESSOUTHWESTERN CONSULTING

offer?We help improve market share, meet and exceed revenue targets and

decrease cost of sales for our clients in a wide variety of ways, including:

• SHORTENING SALES CYCLES• IMPROVING SALES FORCE PRODUCTIVITY• IMPLEMENTING SOLUTION SELLING VS PRODUCT SELLING• DEVELOPING GOOD PERFORMERS INTO GREAT PERFORMERS• DEVELOPING SYSTEMS TO TRACK KEY METRICS• HELPING CONSULTANTS BECOME MORE SALES FOCUSED• IMPROVING SALES FORECAST ACCURACY

Sourcing professional help for sales performance issues can be a daunting task. Strategic companies, such as McKinsey, Boston Consulting, Deloitte, and Gallup will often research the situation and provide recommendations, but not implement a strategy. Equally, many companies will provide more generic sales training without understanding the strategy of the business and the principles of successful salesmanship.

Southwestern Consulting™ provides a full-service approach to sales performance improvement or, if applicable, concentrated solutions. In order to determine the appropriate fit for your company, our process happens in 4 distinct phases.

Each stage described below can be dealt with in isolation or delivered as a complete program to maximize return on investment.

Research

• REVIEWING SALES STRATEGIES• REVIEWING COMMISSION STRUCTURES• SHADOWING TEAM MEETINGS• TRACKING SALES TEAM ACTIVITY WITH OUR CSF TOOL• WORKSHOP FACILITATION• SALES 360 FEEDBACK SURVEYS

• REVIEWING SALES TALKS AND PRESENTATION• PERFORMING SALES COMPETENCY-BASED INTERVIEWS• PHONE/FIELD SHADOWING• BEHAVIORAL PROFILING• BENCHMARKING SALES CAPABILITY

• GROWING STRATEGIC ACCOUNTS• LEADING THROUGH PERFORMANCE COACHING• DEVELOPING AND RETAINING SALES TALENT• MANAGING THE TRANSITION OF TOP SALES PERFORMERS INTO SALES LEADERS• DEFINING SALES METHODOLOGIES THAT CAN BE DUPLICATED

We believe the best long-term changes made to a business are achieved by having thorough understanding of our clients’ current scenario. For us, this process is achieved efficiently and it is essential for the long-term success of a program that it is done.

Many of our clients previously invested in training programs that did not deliver the expected return on investment. In most cases, this is because the culture of the business and the training materials were incongruent resulting in ineffective results. Most businesses have their own strengths, weaknesses, quirks, needs, challenges, cultures, etc. Sales development programs must acknowledge this in order to fully challenge and help them grow.

In this phase, we help our clients increase market share, exceed revenue targets and decrease cost of sales by:

ConsultWhen we consult, we provide practical advice that cuts to the core of a client’s sales function by addressing challenges we’ve identified through our research – we like to keep it simple. Leonardo da Vinci once stated, “Simplicity is Genius” – so our skill is to take the gray out of the advice and provide the most impactful recommendations to increase sales team performance.

Working with Sales Managers/Directors, our expertise can help to establish the correct:

• SALES ACTIVITIES• STRATEGY• STRUCTURE AND SALES METHODOLOGY• INCENTIVES• APPROACHES TO RECRUITING AND RETENTION• SALES AND SALES LEADER COMPETENCY FRAMEWORKS• TALK TRACKS

CreateWe believe that just as confused customers do not buy, confused salespeople do not sell. Therefore, our objective is to design a program that is relevant, clear and simple which will lead to the necessary behavioral changes in our clients. This may mean that we partner with you to create any or all of the following:

• SALES TOOLS / SALES PIPELINES• SALES PROCESSES• SALES DEVELOPMENT MANUALS• SALES LEADER MASTER PRACTITIONER PROGRAMS• WORD TRACKS FOR BOTH PHONE AND FACE-TO-FACE SALES• COMMISSION STRUCTURES AND INCENTIVE PROGRAMS• SALES / SALES LEADERSHIP COMPETENCY FRAMEWORKS

What uniquely differentiates us is that all of our courses, modules and coaching combines elements of sales motivation, sales skills and self-management as all three elements are essential to achieve lasting change.

Embed

• CUSTOMIZED GROUP PROGRAMS• OPEN GROUP PROGRAMS: HIGH PERFORMANCE SALES / LEADERSHIP HABITS• MASTER PRACTITIONER PROGRAMS: LEADERSHIP AND SALES• INDIVIDUAL SALES COACHING• OUTSOURCED SALES LEADERSHIP• SALES SHADOWING SESSIONS• MENTORING• CONFERENCES / KEY NOTE SPEECHES• IMPLEMENTATION OF SALES ACTIVITY TRACKING TOOLS


At this final stage, we deliver the solution to the teams and individuals. We apply the best methods to ensure implementation and understanding – as well as to guarantee individuals and sales leaders take ownership of their part of the sales process. We have successfully achieved this with clients through:

COMPANY OVERVIEW

Comdata is a proven leader in corporate payments for a wide range of industries and some of the nation's most-recognized brand names. Their solutions touch financial transactions of all kinds and are changing the way companies manage data, pay employees, process transactions and control spending on key business purchases. Comdata solutions help save companies money, grow the bottom line, streamline operations and minimize financial risks.

The flagship solution, the Comdata Card, helps thousands of companies manage corporate purchases, fuel expenses, payroll and more with a single platform.

A Ceridian Company

Comdata is a wholly-owned subsidiary of Ceridian Corporation, a multi-billion dollar information services and human resource management company based in Minneapolis, MN.

THE COMPANY'S ASSESSMENT GOALS

Like many organizations in today’s changing business environment, a review of sales performance and leadership is becoming a standard practice as companies look back over the last few years and start to make changes moving forward. The case was no different for Comdata.

The need for a highly skilled sales force and stronger management team were the original factors that led their executive management team to look at what they had been doing right and find opportunities for improvement. With a sales force of over 100 representatives nationwide, Comdata needed to find a way to track activity, forecast training and hold their salespeople accountable cross country from a single base headquarters in Nashville, TN.

As in many circumstances, companies know they need a change, but they don’t always know where that change needs to take place in order to see the quickest results in the shortest amount of time.

Casestudy


THE SOLUTION

Our initial strategy has been to engage Comdata in a full sales diagnostic while completing an inside assessment of their current sales force and management team.

Southwestern Consulting™ was chosen as the preferred provider for 3 main reasons:

1. We train in a consultative sales methodology unlike many other traditional sales training models. 2. We focus on three core components that are intra-dependent for a sales organization. (Process, Self Motivation and Self Management) 3. We are practitioners of what we preach and have a real life, up-to-date perspective of today’s sales environment because we live in it every day.

As our research assessment came to a close, there remained three core areas in which we recommended an immediate and priority focus:

1. Online Activity Management 2. In-Person Sales Training 3. On-Going Leadership Development

RESULTS

For the first time in a long history of sales success, Comdata salespeople and managers have a way of measuring daily activity to hold their team accountable, forecast training and develop an activity-based sales model vs. the traditional quota-driven sales culture.

The sales team is now able to determine their own personal closing ratios and training needs in order to be more proactive in an independent sales culture.

Casestudy


COMPANY OVERVIEW

D1 is The Place for The Athlete. They provide custom sports training programs, expert coaching and the latest in sports therapy, all in an intense, high-energy environment. Every person who walks through the doors of their state-of-the-art facilities is trained and treated like an elite athlete.

THE NCAA DIVISION I EXPERIENCE - D1's intense, motivating atmosphere is designed to deliver the same experience and benefits collegiate athletes receive in top-tier athletic programs.

CHARACTER BUILDING - D1 places a strong emphasis on developing positive character, core values and self-esteem.

SPORTS THERAPY - D1 offers on-site, rehabilitative sports therapy to complement sports training.

MEDICAL PARTNERS - D1 partners with top local sports physicians to provide the best quality sports medicine services to its athletes.

PRO ATHLETE CO-OWNERS - D1 facilities are co-owned by pro athletes, including Peyton Manning and Phillip Rivers, who have strong values and character, along with a passion for helping young athletes achieve their goals.


Upon our first meeting with D1 Sports Training they had created an excellent brand, product, and culture. Their sales systems, recruiting systems, and management systems were non-existent. Their goals were to expand from three locations to ten locations. They had five salespeople with no formal sales training when we engaged with them.

After researching the various areas of need, we put a plan together including the following:

• Create a two-day D1 Sales School• Customized word tracks for each step of the sale• Create a prospecting pipeline system• Create a spaced repetition customized coaching program• Revamp their marketing materials and website• Create a recruiting system• Design an on-boarding system• Create a management system and protocol checklist.

Casestudy


THE SOLUTIONWe started with a 30 day creation period to design the first ever D1 Sports Training: Sales School. The D1 Sports Training Sales School included the creation of the following:

• Customized word tracks and word-for-word scripts for each step of the sale• Creation of a prospecting system• Creation of a D1 “pitch book” for a sales presentation• Activity tracking systems and reports

After the launch of the first D1 Sports Training sales school, we shifted to evaluating the current sales team and recruiting new salespeople. We created a National Sales Manager position including the following:

• Ideal candidate profile• Compensation recommendations• Expectations and personal conference meeting schedule

After the creation of the sales systems and management systems, the third area of focus was creating a recruiting system. The recruiting systems that we created for them included the following:

• D1 Prospective Employee Packet• Incentive Plan• Sales Standards and Performance Improvement Plan• Initial hire Sales 101 Training School

We then created and maintained an annual training schedule including the following:

• Daily sales activity tracking and reporting• Monthly ½-day advanced training seminars• Quarterly full-day Sales Summit trainings• Monthly ½-day advanced training seminars• Monthly D1 New Hire Sales Schools• Quarterly full-day Sales Summit trainings• Annual D1 Sports Training Sales Schools

RESULTSAfter 30 days of the initial D1 Sports Training Sales School, their sales went from 5 per week, to over 50 for the month. One year later, D1 Sports Training had a team of over 20 salespeople and was in 10 locations and had its best year ever in revenue and profits. Two years later, D1 Sports Training over doubled its revenues again, had more than 30 salespeople and was in more than 15 locations.

Casestudy

FROM THE CLIENT “We just had our best year ever again, thanks to the systems that Southwestern Consulting™ built for us. Thank you for helping build an infrastructure for our sales teams and management teams to be able to sustain the growth in sales for years after you worked with us! There is no way we would be where we are today without the sales training systems, recruiting systems, and management systems that Southwestern Consulting™ built for us.” - Dan Murphy, CFO, D1 Sports Training


COMPANY OVERVIEW

Founded in 1995, Foundations Recovery Network (FRN) quickly established itself as a premier organization for treating persons with a dual diagnosis of substance addiction and mental health disorders. FRN offers a continuum of care for those battling with co-occurring disorders including outpatient services, vocational rehabilitation and residential programs in Malibu, Memphis and Palm Springs.

The FRN treatment program incorporates the 12-step philosophy while utilizing motivational interviewing techniques and has a proven successful recovery outcome. Their residential model has achieved remarkable and measurable outcomes for the dually diagnosed, as well as gaining national recognition as an exemplary program.

With a highly experienced and caring staff, comprehensive treatment facilities and a long-term commitment to helping those with co-occurring conditions, FRN provides a full scope of services to meet the needs of persons with dual disorders.


After a review of activity and structure within Foundations Recovery Network, we outlined a variety of recommended methods of sales and management training to be implemented on an on-going basis. Each method of training serves the delivery of a different skillset, knowledge base, activity, personal accountability and a source of motivation for each individual involved. As we all learn differently, we must apply different methods of training, teaching, accountability and motivation to ensure the best results possible.

As part of our recommended training to ensure that the training is being adapted and is working, we also recommended different sources of tracking progress such as: • Bi-Weekly PC Schedules with Sales Managers• Weekly Group Sales Training Meetings• Bi-Weekly Call Shadowing and Review• Daily Reporting of Critical Success Factors (CSFs)• Quarterly Production Reviews

Casestudy


THE SOLUTION

The solution was to engage FRN in a full sales diagnostic while completing an assessment of their inside sales team, outside sales force and management team.

Southwestern Consulting™ was chosen as the preferred provider for FRN because of our hands-on approach of integrating our consultants into the daily practice and activities of our clients' businesses. Upon beginning our research, our consultant staff spent 30 days working alongside the inside sales team to create custom word tracks and phone presentations. We then traveled with each outside sales rep to gain a first-hand perspective of what their job entails.

As our research assessment came to a close, there remained four core areas in which we recommended an immediate and priority focus:

1. Online Activity Management2. Customized Word Tracks and On-going Sales Training3. Team Restructuring and Management Reinforcement 4. Compensation Review, Performance Recovery Plan and Incentive Program

RESULTS

Within just 90 days of launching the custom word tracks and sales training, the call-to-sale ratio had quadrupled with the inside sales team. In just five short months, each inside salesperson had increased their monthly average by over 20% from the prior year.

Not only has the overall production increased, but so has the sales team. Once the new systems were put in place and new hires were able to be successful quickly, the client was able to bring on six new producing reps in a 2-month span.

In addition to the increase in sales volume and sales reps, the entire culture has seen a shift to one that is motivating, competitive and founded in principles.

Casestudy

FROM THE CLIENT “…We quickly executed a 30 day analysis and what they came back with was mind blowing. They uncovered many opportunities for improvement and broken processes. In some cases, we were too close to the problems to see them and in others we were too egotistical to consider there might be a problem.

We followed up that analysis with a sales process and call center overhaul. It’s turned out to be one of the best decisions I have made as a leader. Our call-to-admission conversion ratio has quadrupled! This has not only made a big impact on our company, but think of the number of people that have now committed to getting help that we were missing before. Amazing!”

- Lee Pepper, CMO, Foundations Recovery Network


Southwestern Consulting Press Kit

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