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Representative Client Results

Following are several examples of the results Jim DeSena has achieved for clients. Since each client's needs are unique and special, the way we approach your situation will be unique and special to you. These examples highlight the many ways we can support your Sales Leadership Success.

The Sales Leadership Challenge A retailing chain wanted to enhance service to improve sales. The emphasis had been primarily on its extensive merchandise selection. Since this was a change, the challenge was to get the sales associates focused, excited and able to make sure that each customer was approached and helped. The store managers, the audience, were key to this goal's success. We were able to help them understand the importance to the bottom line of not allowing customers to leave the store without making a purchase because they were not approached or helped by a sales associate.

Vision Planning Working with the Board of Directors and Officers of a federal credit union, we developed three visions for a five-year planning horizon. One involved how the credit union would serve its members. The second related to how the employees of the credit union would see the work environment and the third related to financial goals. This planning took place at a Friday and Saturday retreat. As a result, the credit union was able to refocus resources on its members, employees and owners.

National Sales Rally As a way of meeting high growth objectives, this fast-growing wholesale mortgage lender held a national sales rally. We were asked to develop a customized, interactive sales seminar on consultative selling. The program included a number of activities that kept people involved and learning. It was the cornerstone of the client's two-day meeting.

Sales Training A medical device company asked us to conduct a consultative selling program. The new salespeople who attended were able to demonstrate a dramatic change in their skills to establish rapport, uncover customer needs and recommend solutions. The benefit was so clear that one participant said "Outstanding! There is nothing I usually dislike more than spending time in a cramped room listening to someone... except this time! I want more! I enjoyed everything and highly recommend it."

Sales Competency To ensure that a national sales force was able to successfully sell and maintain customer satisfaction, we developed a sales competency model and certification process. We developed the model by identifying the results wanted - quality sales and customer satisfaction. We then worked back, asking what skills and knowledge it would take to sell and satisfy customers and then what type of training and development would provide the necessary skills. As a result of this training and certification, we were able to ensure that when salespeople went out to sell they had the skills needed to be successful.

Management Series A series of topics for new or experienced managers. This program provides a comprehensive look at the skills it takes to be a successful supervisor or manager. It includes hiring, setting goals, communicating, providing feedback, appraising performance, coaching, leadership, teamwork, discipline and people skills.

Cultural Change A $500 M advertising agency was about to undergo a major cultural change that would enable them to meet their high growth objectives. We were asked to provide management and leadership training to help them move toward this objective. These sessions included supervisors, managers, Vice Presidents and General Managers and the President of the Division. We did eight two-day sessions throughout the country on goal setting, coaching, behavior styles and empowerment. The initiative took one year. The client saw employees taking more responsibility for customer issues as a result of these seminars and managers supporting employees as their customers.

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