Created in 2010, the company has experienced strong growth and now has 340 employees spread across 5 agencies. The company has been ranked as a "Great Place to Work" for the past two years. While SQUAD relies on solid growth, its leaders want to evolve to seek more added value; it is in this context of change that KESTIO's commercial performance support comes in.
KESTIO: How did you hear about KESTIO?
Marc Brua: Through the recruitment firm Up Too who put us in contact. It was in 2015 and we were dealing with a problem: how to sell more value! We had the technical capabilities to respond to ambitious projects, but we did not have the right tools to qualify projects and map our market.
KESTIO: In other words, you were looking to evolve your offer?
Marc Brua: In concrete terms, we have an IT services company type of business where we sell consulting days, but our recognized technical expertise can allow us to move towards higher value-added and visibility missions with our clients and prospects. The goal for us was to move upmarket from a commercial point of view, to better identify the projects on which we could position ourselves in order to bring more added value.
KESTIO: What KESTIO system did you propose?
Marc Brua : We brought all of our sales representatives together for three days for sales training with the Chessboard method. And we fully benefited from the support we put in place. Each sales representative was followed for 8 to 10 months, with a monthly interview, via video conference or telephone, on the methods and techniques seen during the training. This structure made it possible to continue in daily operations what had been seen in theory during the training.
This is the support we were looking for, the connection that allows us to change behaviors profoundly and sustainably. After more than a year, we can say that this investment has paid off and the entire team has benefited from it.
KESTIO: How did she react?
Marc Brua : As the turnover was constantly increasing, the sales team had not attended any training for some time. They, therefore, appreciated being able to benefit from a session. The method proposed by KESTIO had a strong impact on the entire team, and everyone was able to enhance their techniques and processes. Afterwards, everyone could have gone back to their daily routine with their habits. However, the monthly follow-up clearly helped to avoid falling into this trap.
This remote and regular support system addresses the recurring problem of classroom training where theoretical knowledge fades once back in the field. This is what makes the difference today: continuing the effort with practical contributions to consolidate changes. The KESTIO Live approach consultants are attentive and involved, enabling each sales representative to truly change their dimension. What's powerful is that everyone has progressed, each at their own pace.
KESTIO: Where are you today?
Marc Brua:
Since the sales training using the Chessboard method, we have expanded the team, and five sales representatives have become managers. Consequently, we once again called upon KESTIO for KESTIO LIVE monitoring for six to eight months to ensure the practical acquisition of management methods. On this topic, unlike the first, we are also working on steering tools that KESTIO provided us with and that we have adapted to our situation.
We are at the beginning of the program, but we are confident. And the five managers benefiting from this offer are now used to the operating mode and therefore even more available to take advantage of it.
This remote and regular support system addresses the recurring issue of classroom training, where theoretical knowledge often fades once back in the field. This is what makes the difference today: continuing the effort with practical contributions to consolidate changes. The KESTIO approach consultants are attentive and involved, enabling each salesperson to truly reach their full potential. The great thing is that everyone has progressed, each at their own pace.
Thank you for your testimonial!
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