GlobalLink Provisions brings food, agricultural, financial, and industrial products to people who need them all around the world. Employees of GlobalLink Provisions work towards a common goal to nourish the world in a safe, responsible, and sustainable way.
Empowered by Shipleywins’ “Sprint Selling Coaching,” “Sales Manager Coaching Tools” and “Sales Competency and Skills Assessment” drastically improved selling experience across the world. GlobalLinks Provisions has drastically improved its selling experience across the world empowered by Shipleywins’ “Sprint Selling Coaching,” “Sales Manager Coaching Tools” and “Sales Competency and Skills Assessment” training programs.
Overview
GlobalLink Provisions wanted to enhance the customer experience and evolve sales practices from demand fulfilment to demand creation. The company also wanted to build consistent sales knowledge and skills with a common sales language and put in place key practices for how salespeople qualify leads, position the GlobalLink Provisions story, and serve a diverse range of customer needs.
To achieve this, GlobalLink Provisions launched “The Sales Effectiveness Initiative” which focused on aligning sales functions.
After following the set plan and using Shipleywins’ Solutions, Sales Executives of the company could achieve:
- 30% increase in revenue
- Acquired more than 10 large new accounts in one business unit and
- report doubled the volume in one of its largest preferred accounts.
Customer Introduction:
GlobalLink Provisions helps the world’s food system work for you. Founded in the year 1865 in the United States, the company has come a long way. Since then, the company has grown to become a global partner connecting people around the planet. GlobalLink Provisions says “We connect farmers with markets so you can prosper. We connect customers with ingredients to make meals people love. And we connect families with daily essentials — from the foods you eat to the floors you walk on.”
Problem
To enhance the customer experience and evolve sales practices from demand fulfilment to demand creation, GlobalLink Provisions launched a Sales Effectiveness initiative aimed at improving selling efforts across the world. This initiative was launched to:
- Maintain the company’s number one position
- Expand its market position
- Grow shares of business in key accounts, and
- Increase margins to drive profitability.
The entire solution is supported, reinforced, and sustained by a Sales Manager Development program backed by Shipleywins’ expertise, with the specific goal of building strong sales coaching cadence and skills.
Solution by Shipleywins
Shipleywins’ worked with GlobalLink Provisions to customise a curriculum to train salespeople to effectively engage, sell, serve, and retain customers, as well as train sales managers to coach and train sales leaders to lead organisations. An additional goal was delivering rapid value to the organisation in three main areas: customer satisfaction, market share, and overall financial return.
GlobalLink Provisions Learning and Development team designed a comprehensive change management strategy to ensure long-term program success and to get crucial buy-in from the leadership of each business unit. GlobalLink Provisions Sales Effectiveness program guide summarised goals, details, workflows, timelines, and change management models and served to gain executive sponsorship.
This was possible by using Shipleywins Solutions which included “Sprint Selling Coaching,” “Sales Manager Coaching Tools” and “Sales Competency and Skills Assessment” training programs.
Results & Benefits
“It pushed me outside my comfort zone. Shipleywins customized approach gets people out of their chair and into role playing that ignites learning. These concepts will stick with me much longer.” Sales Executive, GlobalLink Provisions
Results after using Shipleywins’ Solutions:
- 30% revenue increase among top performers
- 10+ large new accounts acquired in one business unit
- 2X volume reported in one of GlobalLink Provisions’ largest preferred accounts
Conclusion
GlobalLink Provisions’ partnership with Shipleywins and the implementation of “The Sales Effectiveness Initiative” have proven to be highly successful. Shipleywins provided the necessary training and tools to improve selling techniques, enhance customer engagement, and ultimately drive significant revenue growth for the company. With a 30% increase in revenue, the acquisition of large new accounts, and significant growth in volume, the company has successfully enhanced the customer experience and evolved its sales practices, solidifying its position as a global leader in the food, agricultural, financial, and industrial sectors.