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During
the summer, Fusion Learning was honoured to have been
recognized by Profit 100 Magazine as one of the Fastest
Growing Companies in Canada.
All of us at Fusion Learning are grateful and privileged
to be serving the sales performance improvement needs
of our Clients.
The theme of this edition of insights! is “Growing
Together” and we look forward to enabling
and embedding sales performance with our Clients for
many years to come.
Enjoy!
Scott Gilmore and
The Fusion Learning Team
Insights! is one in a series of publications from Fusion
Learning to
promote the understanding of sales performance best
practices. We
thank our Clients for assisting us in the development
of these ideas.
If you have any feedback or contributions, we would
love to hear from you!
insights@fusionlearninginc.com |
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EXECUTIVE BRIEFING UPCOMING
SESSION
"Transforming a 120 Year Sales
Organization" Featuring Grand & Toy |
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EXECUTIVE BREAKFAST RECAP
Fusion Learning has been actively supporting our clients
in the area of Sales Strategy Development.
On June 22, 2007 we hosted an Executive
Briefing called “The Strategy-Action GAP”.
The focus of the session – to enable leaders to
effectively translate and align Strategy at organizational,
functional, team and individual levels.
Over 50 Senior Executives attended from organizations
including: Allstate, BMO, Chubb, CTFS, Diageo, D&B,
Grand & Toy, J&J, Manulife, RIM, Sun Microsystems,
Sunlife, and The Globe and Mail, to name a few. Their
feedback has been overwhelmingly positive.
“Practical, common sense content; well presented;
resonates with our sales organization; real breakthrough
thinking!”
“Timing was perfect - I’m going to use several
slides as stimulus for internal discussions with Leaders
in the business”
If you were unable to attend the event and would like
to receive session material, please contact
Scott Gilmore at scott@fusionlearninginc.com
or call him directly at
416-424-2999 ext. 26
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NEW FUSION
TEAM MEMBER
Fusion Learning is pleased to announce the appointment of Brad McCamus as Vice President, Sales, responsible for growing and leading the Sales Team at Fusion Learning and building lasting client relationships.
Brad joins our team of passionate learning leaders, bringing with him experience as an accomplished business executive with 15 years of sales experience and channel strategy development, complemented by operations expertise.
Most recently, Brad was with MarketBridge a privately held management consulting firm specializing in sales channel strategy for Fortune 500 clients. Prior to that, Brad was promoted through the sales organization at Xerox Canada to General Manager, Sales.
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To talk with Scott Gilmore please call 416-424-2999 ext. 26. |
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To address existing and emerging
competitive challenges, Grand & Toy (G&T)
is in the process of a full scale business transformation
– corporate strategy, branding and optimizing
sales force effectiveness are just a few key organizational
changes being implemented.
Our keynote speaker for this
Executive Briefing will share the approaches that G&T
have taken to implement sustainable change
within their sales organization.
G&T’s story began in 1882
when printer James Grand ran his stationary business
out of a single room in a Toronto home, selling products
door to door from his wheelbarrow. He soon realized
his customers’ need for more than just stationary,
and a great idea was born.
Mr. Grand’s early version of a complete “office
outfitters” business quickly grew beyond his solo
efforts and he soon turned to his brother-in-law, Samuel
Toy, to join him as a partner. Together, they opened
the first Grand & Toy retail store in Toronto –
and the rest, as they say, is history.
Pat McMahon, Vice President, Sales will speak about
G&T’s approach to developing
and sustaining a high performance sales and service
culture across their 700+ person Canada-wide sales,
service force.
G&T embarked on a long term partnership
in early 2006 with Fusion Learning to transform the
sales force to:
- Complete Strategic Sales BluePRINT, a three-year strategic sales vision created by sales and business development executives to guide all facets of sales performance
- Leader’s EDGE – developing core sales management capabilities and processes
- Sales Pinnacle – integrated sales learning initiative that sharpens the attitude, skills, processes and tools that G&T sales professionals need to be successful
- Develop a consistent methodology to guide how G&T plans, manages and tracks progress in strategic accounts
Attending this Executive Briefing
will provide you with approaches to enabling and embedding
a sales culture from a visionary Sales Leader who has
championed and is driving this significant sales change
process.
We hope you will be able to join us for what we know
will be a lively and informative session.
Enrolment is easy, but space is limited, so register
today.
Arrive:
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Tuesday, November 13 @ 7:30am (breakfast served) |
| Session: |
Presentation & Discussion 8:00am – 9:30am |
| Location: |
Royal Ontario
Museum (Bloor and University)
The Glass Room |
| RSVP: |
RSVP: Please
confirm attendance before November 9th, by contacting
Samantha Dann at (416) 424-2999 ext. 25, or Samantha@fusionlearninginc.com
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CLIENT SALES SUCCESS POWERS FUSION LEARNING’S GROWTH IN CANADA AND
THE US.
Want to grow faster with the best clients? Fusion’s simple recipe is, “delight the customer with results.”
By David Weatherston |
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What’s a category-leading multinational doing looking 1500 miles from home for sales training?
Following up an enthusiastic referral, that’s what. Florida-based Vistakon, a subsidiary of Johnson & Johnson, and the world’s leading supplier of disposable contact lenses, itself has a Canadian subsidiary based in Toronto. The Canadian office was so pleased with the training and consequent sales results delivered by Fusion Learning of Toronto that they forwarded strong support for Fusion to the parent.
That’s part of a welcome pattern for Fusion, and although the firm is only seven years old, it now does 20 percent of its business outside Canada, all of it directly falling from enthusiastic referrals from satisfied Canadian clients to parents like Reckitt Benckiser (makers of household-name products such as Lysol) and St. Jude Medical (heart pacemakers).
“We work hard on our referrals,” says Fusion partner Kevin Higgins. ”There’s nothing like a good word from a happy customer for getting people’s interest, and when the happy guy is family, that goes double. It’s a win-win, because we’re already familiar with the company culture, so we can deliver quickly and effectively.”
Heeding their own lessons on sales effectiveness – “walking the talk” – has helped propel Fusion Learning to Profit Magazine’s 2007 list of Canada’s Fastest Growing Companies. Their list of satisfied clients demonstrates the company’s ability to rise to a variety of sales challenges, including those faced by: Molson Coors, The Globe and Mail, Canadian Tire Financial Services, TELUS, Johnson & Johnson, BMO Nesbitt Burns and Grand & Toy...
A large portion of customer satisfaction, and the demonstrated post-training effectiveness, is Fusion’s practice of tailoring their approach and content tightly to the client’s culture and situation.
“What sets this group apart from other sales training companies – and I’ve seen quite a few of them – is that they don’t walk in the client’s door with a pre-set technique or a pre-conceived ‘magic potion’ formula to impose on the sales force,” says Roy Hryn, Vice President – North American Key Accounts at Molson Coors. “They do their homework, and apply their expertise in conjunction with the culture of the company and the existing customer interface. That means minimal disruption, and quick, demonstrable improvement.”
Fusion recently completed a project for Molson Coors that amply justified Mr. Hryn’s enthusiasm. Simultaneously addressing issues created by overall market growth and structural changes, Molson Coor’s post-training sales force has grown the company’s most strategically significant brands at three times the industry average and cemented sales to a national chain that pours fully one percent of beer sold in Canada.
Molson executives are naturally delighted, and like many of Fusion’s clients, foresee a long and mutually profitable relationship. |
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