Arming Sales Team with the Tools to Drive Top Line Growth

Challenge

Aluma Systems, Inc., a Brand Energy and Infrastructure Services company, delivers high-efficiency concrete forming and shoring solutions to projects ranging from hotels and stadiums to airports and power plants.

The Atlanta, GA based company leases high quality concrete formwork product enhancements that deliver increased safety and productivity when used in the construction of commercial and industrial buildings globally.

Aluma goes to market through a direct sales force that calls on a range of construction and large-scale developers that specify forming and shoring contractors.

Ascension was engaged to design and deliver a highly customized, best practice consultative sales training program for the US and Canadian sales and general management organization.

Solution

Ascension delivered a highly customized program combining classroom delivered consultative sales training content with personalized, hands-on coaching/mentoring/feedback and tips to help Aluma create ongoing sales performance management practices that can be implemented and executed well into the future.

The training program combined best practice consultative sales skills with annual sales growth planning or what Ascension calls Impact Plus℠.  In total, approximately 35 Aluma sales and regional managers participated in the multi-day program.

Additionally, Aluma sales and general managers also participated in  HRDQ personality profile testing used by Ascension to train behavioral adaptation techniques to build interpersonal rapport critical in B2B new business prospecting and account management.

The program featured highly interactive, scenario-based role plays and a focus on advanced B2B sales strategies practiced in highly competitive categories by the most sophisticated companies in the world.

Impact

The highly customized, best practice consultative sales manager training helped position Aluma for business expansion within current customer accounts and development of new commercial prospects.

Post workshop evaluations revealed excellent Aluma average content and presenter scores of over 90% and the program was deemed to have “exceeded expectation” by all participants.