Case History

A group of Rainbow Dealers with approximately 50 salespeople in several locations in the US.

Challenge: Their product was becoming exceedingly higher priced, competition from dealers with inferior, lower priced sets was increasing, showroom traffic was down, and their salespeople, clerks at best, were only closing the easy ones.

Solution: David Kurlan & Associates was brought aboard to assess the entire inside and outside sales team including the business leadership team. Upon completion, a clear plan for sales development was established and implemented. This development included sales training along with individual coaching for sales and sales management development for the sales management team.  A Turn-Key Recruiting Solution (STAR) was also provided, which helped these dealers attract better salespeople than ever before while replacing the salespeople who shouldn't be there. A sales manual was created, and salespeople were developed with a combination of live sales training sessions, one-on-one coaching sessions and webinars which were archived for future use.

The Result: The new salespeople they hired outperformed all of their existing salespeople. The number of large sales increased by 400% in 2007. At the same time, margins, average ticket and conversions were up despite fewer overall units sold (much less store traffic). In a down economy, month over months sales were up each month since June (we started in April) and up by 100% last October.