Shifting Gears from Reactive to Proactive
The R3 team knows growth comes from pushing outside of your comfort zone, so when Hawthorne Caterpillar came to us to expand their reach we knew just how to service their heavy machinery sales team.
The Hawthorne CAT team was winning about 91% of their deals. Sounds like a great track record, right? We didn’t see it that way.
The team was mostly selling to current customers and with little focus on converting competitor customers. They weren’t expanding their client base by getting into new deals.
The extremely seasoned sales team needed the tools and the confidence to build new relationships and sell to anyone – even a lifelong John Deere guy.
R3 worked with leadership at Hawthorne CAT to create a customized sales process for their sales team. This gave sales associates and executives the tools they need to effectively and efficiently reach even more potential customers, build new relationships and harvest referrals.
But, we didn’t stop there.
We also coached the management at Hawthorne CAT. We taught them our process for successfully transferring vital sales skills. We also worked with managers on how to hold associates and executives accountable – not only to the results, but also to the behaviors that lead to the desired results.
Through follow-up coaching, we continue to help the Hawthorne Caterpillar team with the heavy lifting of changing a sales culture and reaching outside of their comfort zone.