Founded in 2010, the company has grown rapidly and now employs 340 people in 5 branches. For the past two years, the company has been ranked "Great place to work". At a time when SQUAD is building on solid growth, the company's management is looking to evolve in order to generate greater added value. It is against this backdrop of change that Kestio's sales performance coaching comes into play. Kestio.
Kestio : How did you hear about Kestio ?
Marc Brua: Through the recruitment firm Up Too, which put us in touch. It was in 2015, and we were working on a problem: how to sell more value! We had the technical capabilities to respond to ambitious projects, but we didn't have the right tools to qualify projects and map our market.
Kestio : In other words, you were looking to evolve your offering?
Marc Brua: In concrete terms, we have an ESN-type business where we sell consulting days, but our recognized technical skills can enable us to evolve towards higher value-added missions and visibility for our customers and prospects. So, from a commercial point of view, we had to move upmarket, to better identify the projects we could position ourselves for, in order to add more value.
Kestio : What system did Kestio offer you?
Marc Brua: We brought all our sales staff together for three days of sales training using the Chessboard method. And we benefited fully from the support we put in place. Each sales rep was monitored for 8 to 10 months, with monthly meetings, by video-conference or telephone, on the methods and techniques covered during the training. This approach enabled the theoretical aspects of the training to be applied to day-to-day operations.
It's this follow-up that we've been looking for, this relay that enables us to change behavior in depth and over time. After more than a year, we can now say that this investment has paid off, and that the whole team has benefited.
Kestio : How did she react?
Marc Brua: With sales still on the rise, the sales team hadn't had any training for some time, so they appreciated the opportunity to take advantage of a transfer. The method proposed by Kestio had a strong impact on the whole team, and everyone was able to enrich their techniques and processes. Afterwards, everyone could have returned to their daily production routines and habits. But the monthly follow-up clearly prevented this from happening.
This system of regular remote support responds to the recurring problem of classroom training, where the theoretical input evaporates once you're back in the field. This is what makes the difference today: continuing the effort with practical input to consolidate the changes. The KestioLive consultants are attentive and involved, enabling each sales person to truly change dimension. The great thing is that everyone has progressed, each at his or her own pace.
Kestio : Where are you today?
Marc Brua:
Since the sales training using the Echiquier method method, we have expanded our team to include five new sales managers. As a result, we once again called on Kestio for a six to eight month KESTIO LIVE follow-up toensure the practical acquisition of management methods. On this theme, unlike the first, we are also working on management tools that Kestio has provided and which we have adapted to our situation.
We're still in the early stages of the program, but we're confident. And the five managers who have benefited from this offer are now used to the modus operandi and therefore even more available to take advantage of it.
This system of regular remote support responds to the recurring problem of classroom training, where the theoretical input evaporates once you're back in the field. This is what makes the difference today: continuing the effort with practical input to consolidate the changes. Approach consultants Kestio approach are attentive and involved, enabling each sales person to truly change dimension. The great thing is that everyone has progressed, each at his or her own pace.
Thank you for your testimonial!
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