McNaughton-McKay sought a sales performance partner who could effect a cultural and sales approach change for their inside sales team – including both reps and managers.
An extensive research and discovery process allowed Janek Performance Group to create a tailored, three-part solution to achieve those objectives.
One of America’s leading distributors of electrical products, McNaughton-McKay was founded in 1910. In addition to over a century of history, the company is notable for being 100% employee owned since 2006. With the 2018 acquisition of The Reynolds Company, McNaughton-McKay has a presence in 7 states, Germany, Brazil, Italy, and China.
McNaughton-McKay realized their inside sales reps were largely functioning as order takers. The company wanted to institute a cultural and sales approach change that would see their inside sales team shift from a transactional approach to proactive Trusted Advisors.
As part of this transformation, McNaughton-McKay sought a partner who could teach the inside sales reps how to improve their relationship-building skills, better identify opportunities and anticipate client needs, enhance negotiations by selling on value rather than price, and overall be more proactive.
Following a deep dive to gain a thorough understanding of McNaughton-McKay’s processes and situation, Janek determined that a fully customized Critical TeleSelling Skills workshop, paired with TOPS Reinforcement & Coaching for managers and Janek Xpert reinforcement technology was the most suitable approach.
In total, 150 people – 125 sales reps and 25 sales managers – took part in the training initiative. The process included workshops that were capped at 15 participants per session in order to maximize interactivity and depth of learning.
The initiatives were a success, enabling and fostering the culture and sales approach changes McNaughton-McKay hoped for. Post-training follow-up revealed the below data points: