Challenge

Hitachi Solutions Canada is a consulting firm and systems integrator passionate about helping companies flourish. Through a portfolio of 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 Cosine’s support for sales and strategic account management training.

Solution

Hitachi Solutions engaged Cosine 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. Cosine:

• Analyzed the team with the Insight Seller assessment to help Hitachi 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 Cosine Selling^SM training programs to build sales skills with teams across various geographies, taking full advantage of Cosine’s online sales training offerings
• Developed a plan to create value for Hitachi Solutions’ accounts, helping the Hitachi team think ‘client value first’ versus product and service first
• Rolled out a Strategic Account Planner in the training program, allowing account leaders to go directly from strategy to action so training transferred immediately on-the-job

Results

After Cosine’s strategic account planning process was solidified and implemented, Hitachi Solutions saw significant growth in its strategic accounts, including:

• $2 million in revenue from ideas generated during the 2-day Strategic Account Management training
• $40 million in revenue generated from existing accounts attributed to the strategic account planning process
• $10 million in pipeline generated in existing accounts from the session

The results of the Strategic Account Management program were so strong they were featured at the Strategic Account Management Association’s (SAMA) national conference.

Highlights

Client: Hitachi Solutions Canada
Industry: Technology
Services: Assessments, Strategic Account Management Consulting, and Sales Training

Description

There are many assessment products that promise the secret sauce: the perfect picture of a high-performing sales rep. An appealing pitch, but one that fails in the face of reality.

We helped one client move beyond the hype to a more scientific and sound approach to assessing their reps. Our project involved two stages.

First Stage

In the first, we surveyed a random sample of their large salesforce, seeking to identify the key traits and behaviors most associated with top performance. Our experience has shown that key variables don’t usually have a simple linear relationship with performance outcomes. In certain selling environments, and for certain people, different combinations of variables interact in route to higher performance. To combat this issue, we used advanced statistical analyses to develop profiles of variables that work together in different ways. In the case of this client, we identified two distinct profiles of a successful rep.

Second Stage

In the second stage of the project, we implemented a customized version of our PointForward online tool that allowed each of the company’s reps to individually assess how they compared to the two target profiles by taking a short survey. The tool then generated a personalized report that outlined key training and other development activities designed to help the rep move closer to their ideal profile target. Sales managers also received coaching guidance customized for each individual rep profile.

Highlights