Demonstrating Sales Negotiations ROI in a Highly Competitive Market

Demonstrating a Return on Sales Negotiations for a Transportation Company

Client Case Study

Situation

With over $5 billion in annual revenues, Ryder is a world leader in supply chain and transportation management solutions.  The company’s 30,000 employees work with clients in three primarily business segments:

  1. Fleet Leasing and Maintenance
  2. Dedicated Contract Carriage
  3. Supply Chain Services.

The company completed a multi-year restructuring program that resulted in a more streamlined approach to every facet of its business.

 

Complications

Operating in a highly competitive market, the company’s organizational focus after the restructuring was growing top line sales, growing margin (particularly on national deals) and increasing customer retention.

A formal Negotiation Needs Analysis identified the following issues that impact Ryder’s ability to achieve their business goals:

  • More sophisticated buyers
  • Incomplete analysis and preparation for deals
  • Tendency to “shoot from the hip” rather than use a fact-based approach
  • A large “inventory” of legacy deals where value had been given away
  • No definition of a “Great Deal” for Ryder
  • Little autonomy by the field in closing deals
  • A good sales process in place but no formal organizational negotiation process
  • Cross-functional areas acting independently, each with its own goals and objectives (often at odds with achieving a “Great Deal” for Ryder)
  • Lack of training and process implementation and reinforcement

Approach

In order to address these key issues, we recommended to Ryder that rather than just run a series of training events, it implement a cross-functional, organization-wide Negotiation Solution.

Focusing on the “big picture” business results that Ryder was looking to achieve, the Ryder negotiation strategy was developed by gathering key representatives from the Executive Team, Sales Management, National Account Sales, Legal, Pricing, Human Resources, Finance and Marketing. The first step was to identify and agree on what measurable results would signify a successful initiative, and then develop the key actions to produce those results that included:

Approach (cont)

  1. Strategic Clarity: Defining a common goal or organizational negotiation strategy linked to the company’s sales strategy
  2. Process: Agreeing on a common negotiation process integrated with the sales process including:
    • A SWOT form for every deal over $500K
    • Collaboration meetings with Legal, Pricing, Credit, Lease Finance, and appropriate Senior Management will be held for every deal over $1,000,000 prior to an offer being submitted
    • Negotiation process language being incorporated in the scorecards of each Managing Director of Sales, Regional Director of Sales, Director of National Accounts, and Director of Business Development
    • Completing a Consequences of No Agreement “gap” analysis of value propositions before reacting to competitive pricing
    • Incorporating the methodology of Multiple Equal Offers in every proposal
    • Including Fuel and insurance in at least 1 MEO for every deal
    • Not agreeing to concessions but, rather, trading for something of greater or equal value
  3. Performance Coaching and Skill Building: Skill development combined with coaching process implementation
  4. Impact and Accountability: Measuring results and continuously improving

 

Results
In twelve months:

  • $13.4M in incremental revenue
  • $3.2M in incremental incremental operating profit
  • 109% increased average closing ratio
  • 17% margin improvement
  • 271.5% return on investment

Related Information

We wanted our Channel Managers to get sales strategies and tools that would increase partner revenue and strengthen partner relationships. LSA Global’s ability to quickly understand our business and to bring experienced and proven resources to the table created credibility with both the executive and sales team.

We look forward to continuing our sales partnership with them.

Chip Whitman
Channel Excellence Manager

Thermo Fisher

LSA Global’s sales negotiation training and assessment process provided the sales negotiation tools and practices that have significantly enhanced our negotiations process. Their facilitators understood our business, its challenges, and framed the learning in a way that we understood.

I am very happy with the value we have received and would highly recommend LSA to others looking to improve their sales negotiations results.

Jeff Bizzack
President

Service Source

LSA custom designed and delivered the best sales training session that I have ever attended.

They focused on our industry, our customers, and our competitors. The materials and facilitators were world class.

They were passionate about helping our global sales force understand the fundamentals necessary to be successful and not leave money on the table.

I recommend them to any sales force looking to drive profitable revenue and beat the competition.

Carl Dickenson
Director of Sales

Cutera

What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goals.

Their leadership, management, and sales expertise has been invaluable.  They think strategically and provide a results driven plan – not just a temporary fix.

They are great to work with, and even more importantly, they “get it!”

David Fiano
Director of Merchandising

We selected LSA Global over several other sales experts based upon their ability to clarify and align our sales strategy, their expertise in identifying the critical sales scenarios necessary to meet our growth targets, and their willingness to stand behind the results with targeted sales coaching and a pay-for-performance guarantee.

They have become an integral part of my sales team as we rapidly scale. I would recommend them to any sales  leader looking for a true partner.

Anthony Lanham
SVP, Sales North America

jumio-client-logo-technology-cyber-security-LSA-Global

LSA’s customized Effective Presentation Skills program has helped us elevate our presentation skills to the next level. I personally now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas.

I definitely recommend LSA Global to anyone for whom business or sales presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

At the onset of our engagement with LSA, I was skeptical that an outside firm would be able to understand and dissect our organization’s highly complex and technical business challenges.

However, through the interview and workshop processes that LSA utilized, they provided a fresh, innovative, and practical perspective that created tremendous strategic value and focus for our executive leadership team.

As a result, I would highly recommend LSA Global to any leader struggling with building the strategic alignment and high performance teams necessary to generate sales growth, in a way that fits their unique corporate culture.

Robert Laudati
Managing Director

We engaged with LSA Global to deliver a custom sales territory planning and management workshop. They have a unique ability to quickly understand our business and needs. This keen understanding allowed for a solution that was specific and impactful.

Their facilitators were well prepared and ingrained themselves to become one of us. We’ve come to see LSA Global as a true sales partner.

Pratiksha Patel
Assistant Vice President Talent

L'Oreal

We needed a way to improve customer training. We had to reach a disparate group of people in a very short period time. LSA gave us a new training methodology and a better way to go to market with our customer training that improved their experience and our brand positioning.

LSA delivered exactly what we needed and exceeded our expectations.  Thank you.

Hinda Chalew
Vice President of Marketing

We turned to LSA Global to help us take our executive selling and solution selling skills to the next level.

Their ability to formally assess our sales situation, identify key sales skill gaps, develop a plan to measure the results, and fully implement a key sales initiative has been outstanding.

LSA delivers the full solution; not just sales training.  I recommend them to any organization looking to transform its sales force the “right way” to sell higher and wider.

Daniel Heckman
Director of Sales-Enterprise Accounts

Avid

We engaged with LSA Global to help our sales team identify opportunities to accelerate our commitment to sales excellence. The facilitator’s shared passion for our goals created a foundation for sales skill adoption, as did LSA’s keen understanding of our unique business environment.

This insight allowed LSA to deliver customized and impactful business sales training workshops which were adapted to reflect our specific business dynamics and provided our employees with the sales models and tools to leverage on every call with customers.

Grant Clarke
Director Client Delivery

Service Source

In an effort to establish a solid foundation of consultative selling skills for our client-facing teams that can be built on over time, we engaged with LSA Global. By understanding our business and our markets, LSA Global was able to design and deliver the relevant sales skills, tools, and processes that have established the foundation for our future success.

We are extremely satisfied with our decision to work with LSA.  Thank you!.”

Kevin Wiley
Chief Operating Officer

Nelnet

From beginning to end, LSA was as invested in making sure the program succeeded as we were. They not only met the needs of our sales organization, but they helped us meet our very tight launch deadline.

The consultant operated with the sense of urgency necessary to ensure that we were ready to roll the business sales training program in a way that made sense.

Without their dedication and sales expertise we would not have been able to launch the program with the success that we did. Thank you LSA for being a valued business partner!

Erin Surprise
PHR, Manager - L & D

LSA was instrumental in making our worldwide sales meeting a success. They saved me a ton of time with ‘best in class’ solutions to meet our business objectives. Whenever I’m in a pinch, I can count on LSA’s dynamic team of sales trainers and consultants to really go the extra mile.

They truly understand the meaning of customer delight.  Thank you!

Amy Walker
Manager

Seagate

We hired LSA to help align our sales strategy with our business strategy to sustain our hardware business while driving high growth in software and services. LSA’s ability to measure our level of strategic alignment, pinpoint areas of leverage and get the entire executive sales team to agree upon what matters most exceeded our expectations.

I would recommend them to any sales leader who wants to drive sales performance.

Dan Dica
SVP Worldwide Sales

OneSpan-Client-Logo-Technology-Cyber-Security-LSA-Global

Evaluate your Performance

Toolkits

Get key strategy, culture, and talent tools from industry experts that work

More

Health Checks

Assess how you stack up against leading organizations in areas matter most

More

Whitepapers

Download published articles from experts to stay ahead of the competition

More

Methodologies

Review proven research-backed approaches to get aligned

More

Blogs

Stay up to do date on the latest best practices that drive higher performance

More

Client Case Studies

Explore real world results for clients like you striving to create higher performance

More