Client Case Study
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:
The company completed a multi-year restructuring program that resulted in a more streamlined approach to every facet of its business.
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:
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:
In twelve months:
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 my strengths while working to improve upon other areas.
I definitely recommend LSA Global to anyone for whom presentations are an integral part of their job.
Senior Marketing Manager
We value the relationship we have with LSA Global. They customize and deliver top quality sales solutions when we needed them. They pay special attention to ensuring the solution fits our unique needs, business, and culture.
I would recommend them to anyone looking to greatly improve the skills of their sales force.
Carol M. Harbin
Manager, Worldwide Sales L&D
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.
We partnered with LSA to help custom design, deliver, and measure an advanced new employee on-boarding process. It was well thought out and bought into by sales leadership. The combination of targeted sales tools, technology, coaching, performance plans, training, and reinforcement made all the difference. The solution quantifiably improved new employee and hiring manager satisfaction and increased the speed to sales quota for new hires.
I would highly recommend LSA Global for any sales enablement team looking to increase the engagement and speed to productivity of their sales force. We are excited to implement the program globally as we continue to scale.
Director, Global Sales & Technical Field Enablement
LSA Global demonstrated excellent expertise in sales and sales leadership, spent the time required to make sure the objectives were clear, and showed flexibility in shaping and sustaining everything that they did.
They “MEDRADized” the session to meet our unique needs, looked beyond the obvious, and got the key points across in a way that made sense. Thank you!
North America Sales Training Manager
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.
Assistant Vice President Talent
The sales strategy and goal setting session was right on target. It was a very valuable process that I highly recommend to any sales team looking to increase performance.
Thank you LSA Global!
Senior Vice President of Sales
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.
Director Client Delivery
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 leadership team interview and strategy retreat 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.
LSA Global has been a great partner in helping us move toward being “the leading developer of talent in the service performance management industry.”
I have engaged LSA to help develop best-in-class programs in the areas of: Executive On-boarding, Manager Training, Sales Training and Coaching, Employee Engagement, and Instructional Design.
They have consistently met or exceeded my (very) high expectations and are always responsive to my needs to increase performance, engagement, customer satisfaction, and sales growth.
Senior Director, Training & Development
ServiceSource has relied on LSA Global’s expertise for a variety of core initiatives, from strategy design and implementation, to business sales skills, to sales coaching. We recently engaged LSA Global to create a competency matrix for our inside sales team that will serve as our roadmap for employee on-boarding, development, succession planning, and retention.
This critical project had a tight timeline with high visibility. LSA Global completed the deliverable ahead of schedule and surpassed our expectations.
PMO and Outside Sales Operations
Senior Vice President
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!
We selected LSA over a handful of other experts to assist with a key sales leadership imperative. LSA added value every step of the way throughout the entire engagement. Their customized approach to sales presentation training exceeded expectations, and we are excited about global implementation across our offices in more than 100 countries.
LSA’s unique Strategy-to-Results approach is an added game changer. I recommend them to anyone looking to get high quality results when it matters most.
Executive Director Global Learning
We recently hired LSA to help us take our client delivery methodology to the next level as we continue to grow and help our clients succeed.
The custom strategy and design session exceeded our expectations. They really understood our business and delivered within tight time frames. They were the best I have seen for this type of complex, visible, and strategic work.
LSA’s ability to get a group of 20+ executives from around the globe on the same page, push their thinking to new heights, and ensure an executable plan was excellent.
I would recommend LSA to anyone looking to take their strategy and strategic execution to the next level.
EVP Client Delivery
We recently hired LSA Global to help take our sales team to the next level. Specifically we focused on targeting the ideal client, differentiating our solutions, getting more qualified leads, and closing a higher percentage of our pipeline through a proven referral selling methodology.
So far, the results from the business sales training have been great. We were pleasantly surprised with the results-oriented approach and thoughtful follow-through plan to ensure that the new sales practices “stick.”
We look forward to a long-term relationship, and I would recommend LSA to anyone looking to increase the effectiveness of their sales force.
Get key strategy, culture, and talent tools from industry experts that work
Assess how you stack up against leading organizations in areas matter most
Download published articles from experts to stay ahead of the competition
Review proven research-backed approaches to get aligned
Stay up to do date on the latest best practices that drive higher performance
Explore real world results for clients like you striving to create higher performance