3 Red Folders, Bernadette McClelland

Overview:

John Lawrence, National Sales Manager for Tempur-Pedic Australia wanted to shift the ethos of the sales organisation and chose a companywide theme being ‘Finding Your True North’ to create a raving fans culture. With a sales team of varying levels of experience from sales veterans to new hires, it was important that they were all aligned to the vision. It was also important the team was further developed to boost sales, gain further market share and accelerate client satisfaction and advocacy scores.

Bernadette was brought in to kick-off the 12 month program with a tailored keynote presentation to their national staff. Furthermore, Bernadette helped implemented a 90 day readiness assessment which included measuring consumer and store perspective and providing the company with a baseline for qualitative and quantitative measurements—both from a customer and sales effectiveness perspective.

Result:

The insight helped sales refine their messaging in order to improve their presentation skills and sales results. With a focus on being industry experts as opposed to salespeople, the team overachieved their revenue targets year on year and client advocacy scores were also ‘smashed’, according to Lawrence

Testimonial:

‘Bernadette is different. She has become an extension of where we are leading the business and that, for us, is extremely exciting. Who else acts as a sounding board just because she cares? Bernadette does and that values alignment, coupled with her skill set and personal buy-in is what is making this arrangement so successful’