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Challenge

T & A Solutions Nigeria is a Telecoms firm and systems integrator passionate about helping companies flourish. Through a portfolio of data management consulting, implementation, and support services, they help clients compete with the largest global enterprises with powerful, easy-to-use, affordable industry solutions. They saw a great opportunity to add value to accounts, which would increase their revenue and client satisfaction. They sought Rocketsales’s support for sales and strategic account management support and training.

Solution

T & A Solutions engaged Rocketsales to help implement a strategic account management process, build strategic account management skills, and build sales skills among their team of consultants and sales leaders. Rocketsales:

  • Analyzed the team with the Insight Seller assessment to help T & A get the right cross-division and expertise teams together to strategize
  • Combined strategic account management training with real-time strategy and planning sessions through a customized Strategic Account Management training program
  • Delivered customized Rocketsales SellingSM support and training programs to build sales skills with teams across various geographies, taking full advantage of Rocketsales’s online sales training offerings
  • Developed a plan to create value for T & A Solutions’ accounts, helping the T & A team think ‘client value first’ versus product and service first
  • Rolled out a Strategic Account Planner in the training and support program, allowing account leaders to go directly from strategy to action so training transferred immediately on-the-job

Results

After Rocketsales’s strategic account planning process was solidified and implemented, T & A Solutions saw significant growth in its strategic accounts, including:

  • #2 million in revenue from ideas generated during the 2-day Strategic Account Management training
  • #6 million in revenue generated from existing accounts attributed to the strategic account planning process
  • #2 million in pipeline generated in existing accounts from the session

The results of the Strategic Account Management and support program were so strong they were nominated as the month’s best performers at their monthly Strategic Account Management and Review Sessions.

Highlights

Client: T & A Solutions Nigeria
Industry: Technology
Services: Assessments, Strategic Account Management Consulting, Sales Support and Training