Oregon Freeze Dry (OFD) engaged Top Line Sales (TLS) to provide expert sales assistance in developing and documenting our sales process, sales leadership playbook and conducting a Strategic Sales Workshop series.
The biggest impact in working with Top Line Sales in development of the Sales Leadership Playbook was shortening the time to productivity for our new Sales Director and providing clear expectations for the department. Top Line Sales led us through the creation of the table of contents, offered perspective and insights on each area and worked with us step by step to ‘get it done’.
Top Line Sales suggested that we document our sales process, uncovering best practices which can be replicated and reinforced by all our sales people. Top Line Sales helped us by providing a framework that could be customized for our company and they had great suggestions for engagement of the sales team and implementation of the process. Conducting interviews, for the process development, with our team allowed the team to provide honest input and feedback, in a safe environment. We even learned some things unrelated to the sales process! Having a 3rd party involved ensured buy in and accelerated the project. The value to us is that our customer interactions are more deliberate and a clear process eliminates getting stuck in or repeating stages. We now have an inventory of questions and tools for each stage and a common language within the team and company. We clearly understand and have improved our efforts at the beginning of the sales process which accelerates our time to order.
Top Line Sales worked with us to create a custom training program spanning four months. They partnered with us to enhance our current efforts and added new ideas and tools that we hadn’t considered. They are experts in strategic sales development, which lent credibility to the concepts introduced internally in addition to the new insights and tools. We expect that the investment will have far reaching returns. The value included improving our sales conversation, consistently understanding the customer’s point of view, improved confidence of our sales people, and a commitment to use the tools to help land, grow and retain our most important and strategic customers.
Working with Top Line Sales has been very beneficial to Oregon Freeze Dry. In addition to the above mentioned areas, they are also very resourceful and introduced us to several (Sales Profiles International and Revegy) value added resources.