Powell, OH, March 27, 2004—How can you add new appointment activity and spend less
time doing it? Ask the sales team at Command Business Systems in Davenport Iowa.
They recently completed the X2 Sales System™ 2-Day Initiator® Boot Camp with the
objective of securing more ‘Top-down’ appointments in less time. And what they found
out they wouldn’t have believed.
“Before I recommended the X2 training, sales management participated in the X2 ROI
Survey process,” said Jeff Hardesty, developer of the X2 Sales System™ and President
of JDH Group, Inc., a sales performance company. “They were almost running on all
cylinders, but the X2 diagnostics pointed out an interesting equation. In order to meet
their revenue objective, they needed to improve sales activity by 23%. In their case,
that was only 32 more appointments per month. But they really didn’t have any more
time to realistically allocate to it. There are only so many hours in the day, and it’s easy
to run out of bandwidth.
And having to talk with 10 prospects before you achieve 1 appointment uses a bunch of
bandwidth.”
Command Business Systems (http://www.commandbusiness.com) is a privately held
Office Solutions Provider with sales offices located in Davenport, Iowa. They provide
document management solutions to businesses through a direct sales force in the Quad
City area.
The X2 Sales System™ and the Initiator® training process trains to one objective;
improving sales individuals Conversation-to-appointment ratio to 51%+. This is
accomplished through a 3-Phase 6-week Process encompassing 4 distinct Learning
Platforms; CBT, WBT, customized Desktop Software simulation and Instructor
facilitation.
“The opportunity I saw was to increase their appointment setting competency by about
500%,” continued Hardesty. “That would allow them to spend less time to secure the
additional appointments they needed to reach their revenue objective.”
Although that appears to be a rather lofty goal, the X2 Sales System™ historical results
show an average competency improvement of 577% and 2-day training ROI of 1168%.
“So I knew if they just follow the training process,” Hardesty continued, “history would
probably repeat itself and we’d meet the training goal. I saw it as very realistic.”
Hardesty went on to say that since he puts his money-back guarantee on the X2 Sales
System™ and Initiator® training process, the diagnostics are critical to evaluate the
training outcome versus the training objective.
The results of the 2-Day Boot Camp were a competency improvement of 838% enabling
a 67% Conversation-to-appointment ratio. The training ROI was estimated to be 710%
based off all the new ‘Top-down’ appointments set and the teams current performance
numbers. “I must say, this has opened eyes from our current strategy of selling,” said
Paul Mulholland, Senior Account Representative. “The X2 will relieve the pressure of
cold calling. I would like Jeff to ‘can' his lines and sell them. I feel the X2 routine will
make my time very productive.”
Now instead of Paul and his sales associates allocating over 9 hours a week each for
prospecting, they can now achieve the required number of appointments in less than 5
hours. That will allow them to increase capacity and pursue higher-value, solutionsbased
selling opportunities.
About JDH Group, Inc.
JDH Group, Inc. was founded in 2004 with the mission of increasing performance for
direct sales organizations. The X2 Sales System™ trains to one objective; improving
sales individuals Conversation-to-appointment ratio. This allows sales people to spend
less time to achieve the necessary number of ‘Top-down’ business appointments to
assure their monthly success.
They offer a no-risk Pilot program for companies to evaluate the results. Corporate
universities and trainers are then certified to the Process and adopt the X2 system into
their current Learning Management System. Customization via web technology and
ongoing support by JDH Group enables sales leadership and corporate trainers to adapt
the system over time to maintain high conversation conversion ratios and maximum
revenue results.
Jeff Hardesty, developer of the X2 Sales System™ offers a complimentary analysis of
your sales organization performance metrics @
http://www.convertmoresales.com/roi_calculators.php |
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