Industrial Sealing and Lubrication
Challenges
Industrial Sealing and Lubrication Inc. was concerned they had maxed out their production potential as a result of outdated business practices. Though hesitant to let someone get “behind the curtain” of their business, President David Consiglio knew that his company could benefit from an outside party reviewing their sales processes and providing recommendations.
Solutions
- Completed a research phase including shadow days with sales team and sales process and script audits.
- Presented findings report presentation with recommendations for immediate action, including the hiring of a new sales support specialist position.
- Developed new sales manuals, talk tracks, and an activity tracking system.
- Provided ongoing training and 1:1 coaching with the sales team to embed new principles.
- Developed system to hire, train, and retain top sales talent.
“Almost eight years after our initial engagement with SWC, we are still electing to partner with them in an ongoing training and coaching relationship. The trainers and coaches at SWC understand our business, and we continue to learn, grow, implement stronger systems into the fabric of our company. We are ‘SWC lifers’ and look forward to a long relationship with SWC.”
DAVID CONSIGLIO
Owner & President
Industrial Sealing and Lubrications, Inc.
Results
ONE
Experienced year-over-year growth for the past seven
years.
TWO
Increased conversion rates by hiring a new inside
support specialist focused on pricing & quoting
efficiency.
THREE
Improved recruiting, onboarding, and retention
through resources including a defined sales process
including documented manuals, talk tracks, and
training program.
Opportunities
- No sales systems in place
- Flat revenues
- Underperforming & complacent sales team
Outcomes
- Higher revenues
- Improved conversion rates
- Shortened sales cycle
- More motivated & engaged team
