Case Study: Mining & Construction

Industry Mining and Construction
Customer Fortune 500 Heavy Equipment Manufacturer
Description Telephone selling initiative – parts, service and machines
Result                      Growth from $ 53 million to $ 1 billion annual in incremental sales over 11 years


Business Performance Group partnered with the client to establish a global telephone sales network, now employing over 700 telephone salespeople. The concept was socialized through Exchanges involving dealer personnel disseminating best practices, Implementation Guidebooks documenting management techniques, and training courses, both on-line and facilitator-led, for salespeople and management.

Business Performance Group facilitates Exchanges of best practices which are held in the United States, Europe and Asia, with best-practice dealers presenting what they have learned and accomplished. Successful telephone salespeople attend to share real-life stories and to reinforce effective methodology.

Business Performance Group also developed and published a series of Implementation Guidebooks for specialty applications of telephone sales within the client organization. These include construction machinery sales, power systems product support, machine product support, marine, oil and gas, and larger machinery sales.

Business Performance Group customized their Leading High-Impact Sales and High-Impact Telephone Selling courses for the client, and translated into five languages. Facilitators were hired in China, France, Canada and Russia as well as Business Performance Group’s United States facilitator network. Twenty-one e-learning courses were published within the client’s global learning management system.


Work with this client is ongoing.