Selling is More Than a Lot of Hot Air

Challenge

Relying on 100% independent distribution to sell your products/services can be a dicey proposition for any company. This distribution strategy brings with it a lack of control over independent sales organizations and limited visibility into actual field sales execution.

As one of the industrial air compressor’s most respected and highest quality manufacturers Quincy Compressor needed to improve the strategic focus and sales effectiveness of 120+ independent distributors across the United States.

Solution

Ascension initially helped Quincy to develop and implement a new pro-active sales growth planning and accountability process. This included sales training workshops and an ongoing cadence of progress reviews to ensure training principals were being learned and practiced.

Next, Ascension turned its focus to the company’s independent distributors. Using a customized end-user focused research program augmented with documented win/loss customer data (from internal CRM systems) Ascension identified best and worst practice sales force executional techniques that resulted in documented won and lost business over a multi-year period.

Results of the win/loss study were shared with Quincy distributors nationwide to help highlight best and worst field sales practices.

Ascension supported Quincy Compressor over a five-year period with strategic growth planning, market research, lead generation programming, and sales training for both their direct and independent distributor sales organizations.

Impact

Ascension hands on support helped propel the company to impressive year-on-year revenue growth and documented market share gains.