Client Success Story
The Globe and Mail is a news authority in Canada with a weekly audience of nearly seven million. They partnered with DoubleDigit Sales to align their sales strategy to match their clients’ needs.
“We have many initiatives and things on the go at The Globe and I have found DoubleDigit Sales’ Individual Sales BluePRINT process extremely useful – it has helped motivate my team, prioritize what’s most important. I now have a great dialogue tool for my one-on-ones.”
– Andrew Saunders, VP, Advertising Sales
Improved Morale and Motivation
Complete Organizational Alignment
Increased Accountability and Performance
Challenges
The Globe and Mail is Canada’s national newspaper. They have a highly tenured sales force located in Toronto, Montreal and Vancouver. The Globe and Mail partnered with DoubleDigit Sales to create alignment within its sales strategy, improve their sales performance and employee engagement.
Solution
We have collaborated with the Sales Leadership and Training Teams to develop a multi-year sales development curriculum to promote continuous improvement in some of the following areas:
- Consultative Selling Skills
- Category Planning
- Strategic Account Management
- Power Prospecting
- Influential Presentations
- Targeted Sales Coaching
- Individual Sales BluePRINT
Impact
In partnership with DoubleDigit Sales, The Globe and Mail gained a clear and focused direction for sales planning. They now have a sales BluePRINT that is aligned from the organization’s vision right down to individual goals. The BluePRINT acts as a touchstone for conversations between sales executives, sales managers and sales professionals and continues to motivate and inspire their teams to reach their full potential.
“DoubleDigit Sales has been a great partner. Their BluePRINT process has been extremely helpful in aligning our sales organization to drive individual goals. We have also found Strategic Account Management very beneficial in aligning to our clients’ goals.”
– Andrew Saunders, VP, Advertising Sales
More Resources
Sales Culture Effectiveness Report