How a sales training program put a company on a path to sustainable revenue performance within 6 weeks

When salespeople aren’t meeting quota, leadership can try to guess what is happening. They can place blame on a process or on the people on their team. They can chock it up to just a bad quarter or bad luck. But truly strong leadership will see the revenue performance shortcomings as an opportunity to learn and grow — and conquer revenue goals in the future.
The latter is exactly what Pitney Bowes leadership did when their sales weren’t meeting their goals.
The Sales Training Program
In February of 2017, Pitney Bowes engaged Mereo to take more than 300 of its salespeople through a training program. After a lot of deep diving into their company, talking with their clients and observing all the cogs and wheels moving — or not moving — from the outside, we devised a training program to reorient the sales conversation from solution-centric to client-centric. We designed a three-step program:
Training