Sortimo Case Study
The Client
Sortimo specialise in the manufacture, supply and installation of van racking solutions for small to medium businesses and large corporate companies such as DHL, Innserve and Kone. Providing self-install, standard and fully customised racking solutions with full livery services. A highly successful organisation established since 1974 and employing over 1200 people Worldwide.
Website: www.sortimo.co.uk
The Brief
Due to the lengthy process in designing customised racking solutions Sortimo felt it was important to provide sales training to their sales team to help them be more selective about which opportunities they invested the most time on and what products and designs to offer each client. The sales team were experienced however they had not received any formal sales training at Sortimo. By providing all the sales team with the same training a common standard and process would be implemented to achieve optimum results.
The Solutions2Success Training solution
Solutions2Success conducted a consultation with Sortimo’s Sales and Marketing Director to gain a deeper understanding of the training objectives, team’s skills and product ranges. A training programme was customised and delivered to meet Sortimo’s requirements. The training was conducted prior to the launch of some new self-install and standard ranges. This enabled the sales team to implement the sales skills, ideas and new sales process immediately post course and enthuse the team into selling the new ranges so they did not revert to providing a customised design for every sales lead or opportunity
Positive feedback was received, the fun yet challenging style of training delivery and the approachable trainer made the programme engaging and everyone felt included in the sessions. Due to the success of this project Sortimo has partnered with Solutions2Success since 2010 for the provision of Sales, Customer Service and Time Management training courses. Due to rapid growth Sortimo increased the sales team by 70% within six years and recently conducted sales training for the new recruits.
The Benefits
• Turnover increased by 70% in six years
• Design time reduced by 35% so more quotes and sales calls could be made
• Quicker turnaround of quote to order time due to more standard ranges being sold
• Improved sales skills, sales structure and processes
• Highly motivated & supportive sales team due to the encouragement of ideas and experiences from the sales trainer
• Common standards and processes were implemented, this helped provide fair appraisals and sales targets
• Confident & highly competent sales team, building on key strengthens whilst identifying common areas for change or improvement
• 100% loyal sales team, no one has left since 2010
The Verdict
‘Solutions2Success are passionate about our business and invest time in understanding our people, processes and products so the training is relevant and customised to our requirements. The trainer’s in-depth knowledge about what we sell is evident in the design and delivery of the courses. We always receive great feedback from our team and they rate the knowledge of the lead trainer Debbie Sweeney in terms of sales experience and our industry exceptionally high'
