Client Results - Sales Improvements

AAPT


“After our managers implemented what’s taught in Strada7® Leadership Lab, in 2 months, there was more than a 200% increase in sales revenue. In 6 months, there was more than a 400% increase. In 10 months, there was a 519% increase.

“There was a 34% reduction in sick leave, down from 572 to 376 lost days per month. This equated to 10 staff per year.

“Employee happiness increased, and a positive change in morale and culture occurred.

“The processes and the structured nature of the system are what appealed to me. It’s easily understood by managers, and is non-threatening to staff. Results kick in immediately, the whole team just fizzes and as long as your managers keep applying the 7 Disciplines, and you just keep on winning.”

       - Bryan Yianakis, Director of Sales & Service (previously)

 

ADT Security


We increased productivity by so much that we’ve reduced the number of staff, from 48 to 33 (a 31% reduction), without reducing throughput. That’s as good as money in the bank.

“You’ve got to bring the lower-performing people up to the level of the high-performers, and the principles of Strada7® Leadership Lab taught us how to get the best out of the people who weren’t performing.

“As a result, there was a boost in staff morale resulting in more productivity. The collections rate improved by 2% within the first three months, and this reduction has been maintained.”

       - Jim Wrigley, Australasian Collections Manager (previously)

 

Bank of New Zealand (BNZ)


“When our managers applied the 7 Disciplines of Great Managers, sales performance doubled within 4 months. The Bank’s key indicator, sales leads per full-time equivalent staff member, increased by 15% on the pre-intervention average within the first month. In the second month the increase was 45%. Within 3 months, it was 64% and in the fourth month it was 123%.

“Specialist sales training had been provided for the Bank’s 350 call centre operators, and we had a sales management system in place. Processes were in place for staff to handle customers’ initial needs and to develop “adding value” conversations. The only problem was that these conversations were not being managed or coached, which was solved when our managers applied the 7 Disciplines of Great Managers – it really works well with the sales training we have, and helps ensure our staff consistently use the right sales behaviours.

This is about an ongoing process of improvement, not something like a sales course where you forget a lot of what you learn. When our managers apply the Disciplines, it motivates our sales people to achieve the results we want, and it has built up a culture of success.

If your sales are down, the 7 Disciplines can bring you a massive improvement. If you're already up there in your sales results and you think you're doing pretty well, I can almost guarantee they will enable you to raise the bar even further.”

       - Susan Basile, Head of Customer Contact Centres (previously)

 

“Now the critical sales behaviours are embedded in how we do business. Previously, managers found their staff were not applying them consistently.

“My advice to other organisations which are considering applying the 7 Disciplines of Great Managers? Just do it. It's great. It works really well.

       - Barbara Horne, Customer Contact Centre Manager (previously)

 

Click here to find out more about how Strada7® Leadership Lab works

 

Countrywide Bank


“One branch, not particularly large or in a dynamic location, is consistently now one of the front-runners in sales. The Branch Manager says it’s attributable to using the 7 Disciplines of Great Managers.

“In fact one year down the track, people are still talking about the training and are using the concepts and tools learnt.”

       - Donald Young, Senior HR Consultant (previously)

 

Hart Candy Communications


“After putting the 7 Disciplines of Great Managers in place, our results were very pleasing. Our add-on sales increased by 130%, our gross profit increased by 50%, and I now have the time to manage as I really want.”

       - Jocelyn Watkins, Sales Manager (previously)

 

Harvey Norman


“What a difference it has made! Instead of me exploding when things go badly, now it’s sales figures exploding! Extended Warranty sales carry good margin for us, and in 2 weeks, we achieved over 50% growth.”

       - Trevor Thomas, Proprietor

 

“At a key location, warranty sales went through the roof. They had only achieved the company benchmark of 40% once in a blue moon previously, and were now achieving 50 and 60% on a weekly basis. Previously, the staff reckoned they could never sell many extended warranties to their customers, and it had been their worst statistic.

“This isn’t the only example of how the 7 Disciplines turned sales performance around. One of our stores was going to be closed because it was running at a loss. However, when the managers of the store applied the 7 Disciplines, everything changed. In just over 1 month, extended warranty sales increased by 17%, and items per sale increased by 18%. As a result, the store became profitable, and we decided to retain it.

Across the business, we saw an improvement in warranty sales of a little more than 20%.”

       - Craig Robertson, General Manger Operations (previously)

 

Click here to find out more about how Strada7® Leadership Lab works

 

New Zealand Automobile Association (NZAA)


We’re having our best years on record because of the principles taught in Strada7® Leadership Lab.

“In the first year after implementation, we had our best year on record, which we beat again in the second year, with every region achieving more than 100% of their targets. We couldn’t have achieved these changes and this success without the principles taught in Strada7® Leadership Lab.

“4 years after implementation, the principles were still embedded in our culture, enabling us to complete one of the best years ever in the history of the NZAA in terms of sales and service results. Overall, the Centre Network achieved 106% of target, which can be directly attributed to the success of the principles taught in Strada7® Leadership Lab.

Even 6 years after implementation, we continued to achieve consistent financial results with every region exceeding sales targets.

“Strada7® Leadership Lab creates results which are immediate and tangible. Implementing the principles taught in Strada7® Leadership Lab has had an amazing impact on sales, staff morale and retention and on the whole culture of the organisation. I really think the missing link has been found with this system.

You come across a lot of programmes which are here today and gone tomorrow. But the principles taught in Strada7® Leadership Lab ensure there is on-going benefit from the effort involved.”

       - Trevor Pilkington, General Manager – Centre Network

 

In the first week after implementation, sales increased 17%. Two months after, sales were up by 27%, and rising. Some sites are well over 100% of target and even the lowest performer is only a few points off target. In the first year, we exceeded our sales target.

“The principles taught in Strada7® Leadership Lab are simple, and created immediate improvements in our sales. Because of this, they’re now part of management coaching policies and procedures.”

       - Steve McLellan, Northern Region Manager (previously)

 

“The principles of Strada7® Leadership Lab work so well because they make managers focus on the behaviours which lead to sales rather than just on the results – if sales results are down, we can go through and work out why.

“It fits well with the sales management we had in place, so buy-in wasn’t an issue with staff or managers. It provided the links between the different components, and gave managers a map to ensure that their people were doing what was expected of them.”

       - Romana Meden, General Manager – Human Resources

 

Noel Leeming Group


“We were able to see immediate differences in results from individual stores where the managers had applied what they’d learnt. In a number of stores, there was a 70% increase in same-month performance from last year.

"I've had a manager go from 86% of target to over 100% of target for 5 months straight.”

       - Philip Anderson, Regional Manager

 

Optel


“I concentrated on using positive reinforcement – one of the 7 Disciplines of Great Managers – with one team member whose performance was down and was in an ever-decreasing spiral of self-confidence. By mentoring the person through solution finding and the use of positive reinforcement, now means I have a team member whose performance is fabulous. In fact, they improved the dollar value per client by a whopping 143% in just 1 month.

“By concentrating on using positive reinforcement with another team member, I watched as their confidence in closing sales grew almost daily. The improvement was quite significant for the business and equally as important for the person involved.”

       - Dave Adamson, Manager (previously)

 

Click here to find out more about how Strada7® Leadership Lab works

 

Public Trust


We’ve substantially increased the number of appointments our sales reps are making, and these increases have been kept – they haven’t just been short-term jumps in performance. There is also a very positive atmosphere in the workplace now.”

       - Andrew McGill, National Contact Centre Manager (previously)

 

“When I implemented the processes I learned in the course, my team increased in performance across a number of measurements.”

       - Adam Ward, National Sales Manager

 

Telecom New Zealand


“For one of our campaigns, sales increased by 1567% in 10 weeks.

I’ve been delighted that the increases in sales are sustainable for us – it hasn’t been just a quick burst that subsided after the first impact. Our level of sales performance – and exceeding of sales targets – has been maintained.

“The concepts are simple, there is a system to follow, and it drives a very positive change in culture.

“We’re now rolling out the 7 Disciplines of Great Managers to the rest of the channels. All in all, this is one of the most successful rollouts we’ve had.”

       - Trish Keith, National Manager Sales & Service (previously)

 

“My initial sales targets were scary, but the fear subsided half way through the first month of implementation, when we’d already achieved our target for the whole month. During the previous 6 months our sales had steadily fallen, but when managers applied the 7 Disciplines of Great Managers, there was a sudden increase in sales.

Month 1 showed a 150% increase on the previous month, 200% the next month, and then 250% in month 3. In the first 3 months, the channel had sold more mobiles than in the previous 6 months. In the first 6 months after implementation, sales numbers had almost trebled.

“The system looks different from anything I’ve seen in the past, but it’s clearly delivered the results we want. Team Managers loved the training. It was hands-on, process-driven and easy to use. Then when we started to use the 7 Disciplines of Great Managers, the results were absolutely immediate and everyone could see that it worked. Actually, they couldn’t believe how well it worked.

“Other similar workshops I have attended in the past have focused more on the “head stuff” whereas this was more hands on & easy to understand. The break between the sessions gives you time to put the ideas into practice. The Action Lists put in place make it easy to monitor both individual and team progress.

I believe if the principles are followed, sales increases are assured.”

       - Martyn Kett, Customer Care Manager

 

“One month after I implemented the 7 Disciplines of Great Managers, accessory sales were up by 100%. The following month they were up by 115%. A side benefit of using the Disciplines is the sales confidence it has given staff.”

       - Craig Taylor, Branch Manager (previously)

 

“Our add-on sales jumped from 30% to 75% and the atmosphere of the store is much improved. In fact we run 2 stores and the other day the courier mentioned he found the atmosphere and mood of the 2 stores poles apart.

“After starting to apply the 7 Disciplines, I don’t snap at people anymore. I don’t want to and I don’t need to. I find this very rewarding personally as do the staff.”

       - Jim Bryce, Branch Manager (previously)

 

Virgin Blue Australia


Sales conversion has increased by 25% (the proportion of inbound enquiries resulting in sales).

“The principles of Strada7® Leadership Lab gave the team managers and contact centre managers at our Brisbane centre practical leadership skills. This made a huge difference in how they managed the performance of their staff.

“When people do a generic ‘leadership’ course they come away with a lot of concepts about leadership. But what they don’t have are practical skills they can apply – which is what we got from the principles in Strada7® Leadership Lab.”

       - Susy Goldner, Global Guest Contact Centre Manager (previously)

 

World Vision Australia


“Within 4 months, fundraising revenue from all channels in the programme had doubled. The project exceeded our expectations and delivered a ROI in excess of 400%, and a payback within 3 months.

“Over the following 12 months, revenue increases across the 5 channels in the programme ranged between 342% and 1,545%.”

       - Devinia Liddelow, People Capability & Change Manager (previously)

 

Click here to find out more about how Strada7® Leadership Lab works