Client: MGS Manufacturing Group
Services: Strategic Account Management Training, Sales Coaching, Reinforcement
The MGS customer portfolio is a diversified mix of original equipment manufacturers and brand owners from several key markets and industries. Leadership was concerned that the sales organization had too wide of a lens on the types of business they would quote. MGS had an abundance of customers and wanted to place greater attention on its strategic accounts, which utilized services across the three MGS divisions and 10 MGS locations.
"We were looking to improve not only the quality of our pipeline, but also the quantity. We wanted a higher hit rate on a more focused set of clients," explained Greg Adams, CEO at MGS. "Selling to existing accounts is one of the biggest opportunities for revenue growth. This is where we wanted to put our focus. To win, it was imperative we create a One MGS plan, so all parts of the MGS organization were aligned in how to create value for each strategic customer."
MGS needed to develop an ongoing, sustainable strategy that integrated the perspectives of all of its divisions and departments. This would be used to create and implement the One MGS plan to grow its designated strategic accounts.
Adams was familiar with RAIN Group and sought out the global sales training provider to help them create not only plans to win, but also a robust, sustainable process.
RAIN Group rolled out a 3-day, customized Strategic Account Management workshop where sellers learned how to identify strategic accounts, build strategies for strategic account planning and management, lead value discovery sessions internally, identify customer needs, and more.
During the training, sellers developed account plans and subsequently participated in a Venture Capital (VC) test where they presented their plans to MGS’ Board of Directors.
Since RAIN Group started working with MGS, they’ve seen a significant impact, including:
In addition, MGS has also seen: