AdviCoach Julie Keyes Helps Trophy Business Owner Increase Sales by 12 Percent in One Year
When owning a business, it is important to have a team determined to work hard to bring in revenue. As a small business owner, it can be difficult to know when to pull the trigger and let go under performing team members to help the business continue to grow. Running and owning a business is a lot of work and sometimes it takes another person to help motivate you to make a change within your business.
That is why AdviCoach, Julie Keyes from Twin Cities, was contacted by the owner of Vikings Trophies and Recognition in Brooklyn Park, MN. Vikings Trophies and Recognition is a 25-year-old business that sells corporate awards and recognition along with trophies to sport teams and promotional products. The owner bought the business 10 years ago and has an average annual revenue of about $1.3 million. The owner works in the business and manages 12 sales and production staff. With such a small team it is important to employ top performers to ensure success within the business. Unfortunately, the client felt as though this was their weakness.
The Problem: The client was aware they had an under performing sales team but did not know what to do to change it and take the steps toward success.
The Process: The client and Keyes created a strategic plan where they would meet on a weekly basis for coaching sessions and determined the necessary steps needed to increase sales by improving the team. As a solution, the client and Keyes revamped the business marketing plan and hired two new sales people to join the team. To ensure that everything was running smoothly, Keyes assisted with sales training, KPI formulation and KPI tracking with 1-2-1 meetings and group sessions with sales people. A new company theme was created for all staff, which was titled, “How did I impact sales today?” The entire company plan was changed to provide greater incentive to sell their products with a lower fixed salary. The client promoted one CSR to a sales position and terminated an under performing sales person to help balance out the team and business.
The Result: With help from Keyes and by creating a new marketing plan, having group sessions, changing the company theme and hiring new people, Viking Trophies and Recognition’s sales grew 12 percent from June 2013 to June 2014.
With the help of an AdviCoach, the business owner was able to identify their problem and implement solutions to help increase sales. Hiring a coach can be beneficial as it allows business owners to gain better insight as to what their business lacks and what they can do turn it around.
Julie Keyes is a small business coach at AdviCoach in Twin Cities. She has over 28 years of experience in business planning, development and operations management. To contact Julie, visit her AdviCoach website today at http://mn.advicoach.com/.