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Challenge

Halamin Herbal Center (HHC) aspires to transition from being a Trusted Herbal Center to a Trusted Patient Advisor to their customers. To achieve this, HHC identified some gaps in the knowledge and skill-sets of their Relationship Managers (RMs) that would need to be addressed. At the same time, they were concerned about recent sales trends and felt there was more that their RMs could be doing to retain and grow their customer base.

Solution

Halamin Herbal Center engaged Rocketsales to help their RMs become more customer-centric, strategic, and better prepared for identifying opportunities and having high-value conversations with their customers. Rocketsales:

  • Delivered a customized Key Sales Management program to develop sales management and sales skills
  • Trained sales managers in Sales Coaching to support the RMs and implement the use of sales planning tools
  • Rolled out a Key Sales Planner in the training program, allowing RMs to work on Sales plans directly in the program so training would transfer immediately on-the-job
  • Reinforced in-person training with sales performance coaching of the sales managers to ensure accountability and support during the embedding phase of the method

Results

Halamin Herbal Center found Rocketsales’s training to be well researched and insightful. Relationship Managers were given the processes and tools to find and seize opportunities to grow their customers. Using the Sales plan developed during the training program, within 2 weeks of completion one RM had already grown his customer base by over 200 patients under Patient management, which protects and grows the sales of their products considerably.

The Sales Support enabls sales managers to get the best out of their teams. They are regularly holding coaching and accountability sessions and they’ve seen a boost in activity following the training and supports—both from coaches, in putting the processes in place, and from the sales team, in preparing and executing their sales plans.

Highlights

Client: Halamin Herbal Center
Industry: Health Industry
Services: Sales Management, Sales Support, Insight Selling