Case Study: EnPro Industries

Exporting Sales Best Practices

EnPro Industries is a $1.5 billion Charlotte, NC based provider of engineered specialty products across a wide range of industries.

The organization is comprised of eight distinct operating companies located around the world. These organizations offer products that including sealing technologies, engineered compressor components, plain bearings and assemblies, industrial truck parts, and medium speed diesel engines.

Most EnPro operating company marketing and sales leaders were trained engineers and not seasoned marketing/sales professionals.

EnPro was challenged was to raise the sales effectiveness bar globally. It sought to bring a best practices sales effectiveness training program to all customer-facing managers around the world.

In 2010 EnPro engaged Ascension to design and deliver a train-the-trainer version of our Purposeful Selling℠ training program to hundreds of their direct sales managers in 8 operating companies around the world.

The program consisted of two day, on-site training workshops focused on the essential interpersonal skills of consultative selling as well as the analytical and developmental skills required for building targeted annual sales growth plans.

The workshops were delivered by Ascension trainers in over 100 countries globally over a seven month period.  Ascension provided 20+ regional workshops for these EnPro divisions dispersed around the world.

The Ascension customized Purposeful Selling℠ sales effectiveness program is a best practices inspired package focused on sales force structure, people, processes, rewards, and technologies.

In recent years the Ascension Purposeful Selling℠ training program has been embraced by myriad of sales organizations across a wide range of industries around the world.