Powell, OH, April 7, 2005— TDS Metrocom, (http://www.tdsmetro.com) a member of the
Telephone and Data Systems (TDS) family of companies, recently completed the
implementation of the X2 Sales System™ in all of their sales offices located through the
Midwest US. Over 4 months, sixteen individual sales teams participated in a 6-week
training process to learn how to set ‘Top-down’ appointments at a high conversion ratio.
The results of the training system roll-out were a competency improvement of 437%, or
a 56% Conversation-to-Appointment ratio. The skill-set improvement led to a 75%
improvement in new sales appointments being set.
Jeff Hardesty, President of JDH Group and developer of the X2 Sales System™ said, “The
single objective of the X2 training is to allow a sales rep less time to set the necessary
amount of appointments each week to be successful at the end of each month. And the
target to which we train to is the highest appropriate level of contact for a client’s
product or service. Because initially sitting down with the business people with fiscal
authority normally leads to higher revenues per sale and less turf battles through the
sales process.”
Matt Loch is EVP of Sales for TDS METROCOM. “The managers were thrilled to have a new language to speak. Scenario busters, onion peelers and the like are part of our vocabulary. Better yet, the system worked for the folks who need it.
We saw real results--real appointments. This was a confidence booster for the sales team.”
The X2 training process has 3 phases; Pre-training, a 2-Day working Boot Camp and a
28-Day Handshake process to cement in the new skill-set. The process resulted in over
2500 new targeted appointments being set for TDS Metrocom.
Jim Smoltz, senior sales manager for the TDS Ann Arbor market commented, “This
system is so well put together, if you just follow the guide-lines, you will learn
everything you need to become successful at producing more appointments which as a
result will provide more dollars in the pocket for a sales person.”
Hardesty said in a successful training initiative, sales leadership must lead the process
through to completion. “TDS leadership did a great job in picking up the ball and
running with it after the 2-day Boot Camp phase of the training. That’s the key. If you
take a look at the Boot Camp results for all 16 teams, they improved their conversation
conversion ratio by 647%, up to 60%. That’s incredible.
Hardesty continued, “But they maintained a 56% conversion ratio for the next 30 days, which is the key to locking in the skill-set. Now, most of those folks will never look back, and are spending
a lot less time to achieve more targeted appointments.”
“The X2 System works”, Loch concluded. “It is one of the ways that I dispel the myth that sales success is art or worse yet, luck. This is a scientific approach that eliminates excuses and builds better sales professionals.”
What about the revenue up-tick? Hardesty said, “If you increase your front-end
appointment activity by 75% company-wide, most of that should flow through to the
end revenue result. It’s just important for everyone, sales reps and managers, to keep
their eye on their other performance indicators.”
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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