G&T – Transforming Sales Performance
Client Challenge:
Grand & Toy (G&T) is a household name in Canada. Grand & Toy is Canada's largest commercial office products company, with 2200 associates in 26 commercial sales offices, 7 distribution centers and over 50 retail locations from coast to coast.
They have everything customers need for their busy offices and work closely with customers to enhance purchasing efficiency and to minimize the overall cost of procuring office products. G&T is in the process of a full scale business transformation – corporate strategy, branding and restructuring are just a few of the key organizational changes they are implementing. When it was time to transform the sales force, G&T needed a sales performance partner...
The Fusion Solution:
G&T and Fusion Learning embarked on a partnership in late 2006 to:
- Take a more strategic and integrated approach to sales strategy – Fusion Learning’s Strategic Sales BluePRINT process has been pivotal in creating a simple, robust sales strategy
- Develop and deploy a core sales management process and curriculum – G&T has leveraged Fusion Learning’s practical sales management curriculum to create a sales management process and link sales systems to it
- Develop and roll out a core way of selling for targeted account managers – G&T and Fusion Learning have partnered to develop, roll out and reinforce core selling capabilities (Territory Planning, Consultative Selling Skills, Prospecting Skills)
- Small Business Pricing – Fusion has collaborated with key G&T team members to design, deliver and reinforce a workshop on how to position and engage clients/prospects in net pricing roll out
The Impact:
- Higher degree of awareness of current sales methods
- Higher level of consistency in sales management approach
- New techniques and approaches to bring more of a value-add approach to selling
- Practicality and usefulness of BluePRINT goals and leading indicators to measurements
“Changing what we sell and how we sell it with 500 salespeople and 400 support people coast-to-coast is no small undertaking. And that’s why we hired Fusion Learning.”
Gary D’Andrea,
Chief Operating Officer,
Grand & Toy
“When we get our surveys back from our sales managers and salespeople, we hear - ‘Best training I’ve ever been on’ – that’s just very consistent.”
Jeff Hill,
Director Sales Operations, Grand & Toy
