Client: SAGE Publishing
Services: Assessments, Productivity Training
SAGE Publishing is a leading international publisher of journals, books, and library products for academic, educational, and professional markets. Founded in 1965, the company publishes over 1,000 journals and more than 900 new books each year, spanning a wide range of subject areas.
After missing its annual target and on the way to an even bigger miss the following year, SAGE took action.
Upon examining CRM data, SAGE discovered that its sellers were spending too much time with each customer and that sales activity was on the decline.
"We needed to revisit the fundamentals of productivity and learn how to spend time more efficiently," shared Nicole Louderback, Director of Commercial Sales at SAGE.
SAGE engaged RAIN Group to deliver its Extreme Productivity Challenge (XPC) to help sellers and sales managers maximize motivation, take control of their time, and achieve peak performance.
Once the training concluded, leadership discovered a significant improvement in how time was managed and an uptick in sales activity. The goals—not missing target, increasing revenues, and learning to be more productive—were met. Metrics included: