Topaz Case Study
Sales Training Equips Soccer Club to Beat Pre-Pandemic Annual Revenue by $600,000
Sales hiring system
Sales training and coaching
Leadership coaching
Let’s Play Sports struggled to hire sales staff with the necessary skills, which hampered their operational effectiveness and growth potential. The existing hiring system was slow and often missed crucial sales expertise.
The sales teams lacked uniform training across states, resulting in uneven sales performance and customer engagement, impacting overall business growth.
The COVID-19 pandemic forced a temporary closure of facilities, halting the immediate implementation and benefits of newly introduced sales strategies, which delayed potential sales and customer retention improvements.
Topaz Sales Consulting introduced a multi-faceted approach to overhaul Let’s Play Sports’ sales dynamics.
We launched an extensive training program for all managerial levels to enhance leadership and accountability. The training was conducted online through our Learning Management System (LMS) to accommodate different time zones and live to foster real-time learning and adaptability.
Our Metahire Sales Hiring System was implemented to streamline the recruitment process. It significantly reduced hiring times and improved the quality of new hires by focusing on key sales and operational competencies.
We focused on transforming the sales approach to be less outcome-driven and more customer-focused. Sales teams learned to uncover customer needs effectively through enhanced questioning techniques and active listening, ensuring communication was consultative rather than transactional.
Regular role-play sessions and scenario practices were introduced to cement the new sales techniques. These exercises were crucial in helping sales reps better connect with prospects, positioning them as trusted advisors rather than just salespeople.
Despite initial setbacks due to the pandemic, implementing Topaz’s solutions led to remarkable outcomes.
Upon reopening, Let’s Play Sports recovered and significantly surpassed pre-pandemic sales figures, achieving over $600,000 in additional revenue. Their customer retention rate soared to 90%, well above the industry average of 50%.
This success was mirrored in record-breaking years for nine of their locations, demonstrating the effectiveness of the revamped sales and hiring strategies. The team is better equipped to expand into new markets, ensuring sustainable growth and customer satisfaction.
