A mid-sized technology company was struggling with declining conversion rates and increasing pressure on margins. The sales team of 30 FTE worked hard, but results continued to fall short. Target stress was mounting.
The diagnosis
Our analysis revealed three core issues: inadequate preparation for sales conversations, conceding too quickly in negotiations, and no structured follow-up after rejection.
The intervention
Across three rounds of intensive training, we worked with the entire team on these three competencies. Using real cases from their own client portfolio and trainers with experience in their industry.
The embedding
Following the training rounds, monthly coaching sessions, weekly micro-exercises and quarterly reviews of competency scores were introduced. This kept development visible and open for discussion.
The result
After six months, the conversion rate had improved, terms were being negotiated more effectively, and the team reported significantly less target stress. Structural improvement rather than a temporary boost.