OLYMPIC FOREST PRODUCTS
“ The bottom line is we’re simply making more money because of them.”
I purchased Olympic about 15 years ago. Since then we’ve grown from about $15 million to well over $100 million. Early on, I had some big concerns about the way we were doing things. There wasn’t a whole lot of structure in our sales process. We trained our sales people and then left them on their own. I felt like I needed either to bring someone in or to hire someone. So I met with Keith Strauss of Sales Concepts. They’ve really helped us clarify the sales process. We had been so determined to win business that sometimes we weren’t seeing the big picture. Maybe we weren’t asking the right questions. Or sometimes we’d allow things to drag on, letting the customer take charge. Sales Concepts training has helped us get to “yes” or “no” quickly, and to keep the process moving forward. Our sales people now have weekly calls for coaching. We tape sales calls and review them with Keith so we can learn to do even better. And if we hear customer complaints, Sales Concepts will layout a couple of scenarios for us to follow to help get things resolved. We take their advice very seriously and our customer retention has really improved as a result. We’ve become a true sales company. We’re more professional. More focused. More confident. Our success rate has gone up. And they’ve helped even out the ebb and flow in our sales pipeline, as well. The bottom line is we’re simply making more money because of them.