Case Study: Heavy Equipment Dealer

Industry Landscaping and Construction Earthmoving
Customer OEM Dealer
Description Telephone Sales Initiative
Result                      Development of the Client’s Telephone Sales Team


Business Performance Group was hired by this client to train and coach their telephone sales team in both their home office and regional satellite offices. The engagement includes both training new representatives and veteran telephone salespeople, consulting on activities and metrics, call outlines and marketing initiatives.


The client’s telephone sales representatives call small and medium sized customers to establish relationships to promote an ongoing partnership. Each representative services a territory with over $ 1.2 million in annual sales, and 600 to 800 customers.


Telephone salespeople in this group are actively cultivated for other positions within the dealership, leading to high turnover and ongoing pressure to hire, orient and train new representatives.


Work with this client is ongoing.