CONVEYER & CASTER
“ We’re glad we didn’t negotiate to give them a percentage of sales because they’ve helped us become so successful.”
Before Sales Concepts, we did a lot of prospecting through SIC codes, purchasing lists, etc. We’d go out, present quotes, and then ask a few questions. We’d talk about ourselves without regard to what the prospect does and needs. And we simply got lucky with what we were able to close. Now, through proper qualification, we’re not wasting time like we used to. The Sales Concepts program truly transformed our sales process and improved our closing rates. And we’ve renewed our contract every three years since. We send all of our new hires through the six-week Right Track course. We send our inside sales people, our controllers, and our accounting team, so that we’re all speaking the same language. We’ve had some acquisitions over the years, too, which have typically brought us some seasoned sales people. After they’ve been selling for years a lot of them don’t want to go to a six-week course. But after a few months go by, they’ll usually admit “You know what? That stuff really helped me.” If your company’s success revolves around sales, you should definitely meet with Sales Concepts. We didn’t realize what we were missing. Our business has tripled over the last 12 years. And I’ve got to tell you, I’m very glad we didn’t negotiate a deal where we give them a percentage of our increase in sales, because they’ve helped us become so very successful.
