Topaz Case Study
Topaz Helps Water Tank Maintenance Company Overcome Sales and Hiring Challenges
Sales evaluations
Sales training and coaching
Leadership mentoring
Sales hiring system
Sales workshop
Having exhausted its network of acquaintances, friends, and family, Southern Corrosion faced significant challenges in finding qualified new hires, which hindered its expansion efforts.
The pressure to meet quotas led to a rush in proposal submissions without a thorough understanding of customer needs, resulting in lower conversion rates and customer satisfaction.
Southern Corrosion was operating with an outdated sales approach that hindered its growth and market expansion potential.
Topaz Sales Consulting introduced the Buyer Facilitator model at Southern Corrosion’s annual meeting. This involved personalized training for each of the eight sales team members, focusing on their strengths and improvement areas. This model shifted their sales strategy from a transactional approach to one centered on cultivating long-term customer relationships.
After the initial training, Topaz implemented ongoing one-on-one coaching and support for each salesperson. This included regular reviews of sales challenges and opportunities, practical advice for enhancing sales tactics, and tools to ensure successful customer interactions. Additionally, Topaz spearheaded regular sales and leadership meetings to maintain alignment and focus on the company’s strategic goals.
With Topaz’s Metahire sales hiring system, Southern Corrosion refined its hiring practices to attract and onboard skilled and culturally fit sales personnel. This strategic hiring process was crucial as the company expanded its market presence.
Topaz worked with the sales team to refine their proposal development process. This ensured that each proposal was tailored to the specific needs of the customer, thereby increasing the likelihood of winning contracts and enhancing customer satisfaction.
The collaboration with Topaz Sales Consulting led to remarkable improvements in Southern Corrosion’s performance metrics. By the end of 2021, their close rates had increased from 55.5% to an impressive 82.5%. This represents a 48.65% improvement in just three years, alongside a 125% increase in annual sales.
These enhancements have sustained into 2024, with close rates consistently high and new sales continuing to grow, demonstrating the lasting impact of effective sales training, strategic leadership development, and enhanced hiring practices.
