A Powerfully Branded Sales Force
**CHALLENGE** A client reached out to us for assistance in generating ideas and pricing for enjoyable, branded merchandise that potential clients would keep in their offices, ensuring the brand remained visible over time. This was a considerable challenge, given the target audience was already overwhelmed by cold calls, direct mail, and promotional giveaways.
**FINDINGS** We conducted a thorough investigation to better understand the issue. Through our inquiries, we discovered that the root problem was a sales team struggling with confidence and engagement regarding the brand, which hindered their ability to perform effectively. Although the sales team consisted of intelligent and capable individuals, they were struggling to meet high expectations and lacked a clear narrative.
**SOLUTION** We created a tailored, branded initiative known as The Sales Protocol. This included writing a comprehensive manual, launching a creative direct marketing campaign with various multimedia components, and providing individualized training for the sales team. The deliverables comprised:
- A handbook with detailed instructions, charts, and checklists
- Tailored messaging for a branded elevator pitch, voicemail, and email signature
- Personalized sales training that included role-playing
- Online strategies
- Marketing collateral
- Direct mail
- Short videos uploaded to YouTube
- Of course, the fun, branded merchandise.
**OUTCOME** The client was extremely pleased with the program, noting it was something he had not encountered in his more than 30 years in the industry. His team was excited as they finally received a clear pathway to success. They gained a better understanding of the brand and their part in advancing the organization. They learned what actions to take and when to take them, all within a supportive environment for practicing and developing their skills. This led them to become enthusiastic advocates for the brand, ultimately resulting in record-breaking sales.