{"id":1290,"date":"2022-03-01T21:45:00","date_gmt":"2022-02-09T15:00:00","guid":{"rendered":"https:\/\/primaressource.enconstruction.website\/en-success-story-3-level-wins-with-prima-resource\/"},"modified":"2023-04-18T13:11:54","modified_gmt":"2023-04-18T17:11:54","slug":"success-story-3-level-wins-with-prima-resource","status":"publish","type":"post","link":"https:\/\/blog.primaressource.com\/en\/success-story-3-level-wins-with-prima-resource\/","title":{"rendered":"Success story: 3-level wins with Prima Resource"},"content":{"rendered":"<p style=\"font-size: 16px\"><span style=\"color: #031941\"><img decoding=\"async\" src=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2022\/03\/imagespourpptetarticlesdeblogue-10-2.jpg\" alt=\"Images pour PPT et articles de blogue-10\" width=\"1920\" loading=\"lazy\" style=\"width: 1920px\"><\/span><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">Great stories deserve to be told and shared! <\/span><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">Behind each of them, there are always people who wanted to make a difference or change a situation for the better and who met with people to help them achieve their goal..<\/span><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">Today, I am sharing with you the success story of Laurentide Controls and Prima Resource.<\/span><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\"> <!--more--><\/span><\/p>\n<div class=\"hs-embed-wrapper\" data-service=\"vidyard\" data-script-embed=\"true\" data-responsive=\"true\" style=\"position: relative;overflow: hidden;width: 100%;height: auto;padding: 0px;max-width: 580px;max-height: 326px;min-width: 256px;margin: auto\">\n<div class=\"hs-embed-content-wrapper\">\n  &nbsp;<br \/>\n  <img decoding=\"async\" style=\"width: 100%;margin: auto\" class=\"vidyard-player-embed\" src=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2022\/03\/3lzxefvx4aqfuc4e4ruzwp-1.gif\" data-uuid=\"3LZxEFvX4aQfUC4e4RuZwP\" data-v=\"4\" data-type=\"inline\" data-width=\"640\" data-height=\"360\">\n <\/div>\n<\/div>\n<h2 style=\"margin-top: 16.8pt;margin-right: 0cm;margin-bottom: 4.8pt;padding-left: 0cm;font-size: 16px\"><span style=\"color: #031941\">The company<\/span><\/h2>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">Established in 1968, <\/span><span style=\"color: #ff6619\"><a href=\"https:\/\/www.laurentide.com\/\" style=\"color: #ff6619\">Laurentide Controls<\/a><\/span><span style=\"color: #031941\"> helps Eastern Canadian industries prosper by providing automation and reliability solutions.<\/span><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">As an Emerson Impact Partner, the company is able to offer an unparalleled range of products and unmatched service.<\/span><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">Head Office: Kirkland, Quebec<\/span><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">Industry: industrial automation<\/span><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">Number of employees: 300<\/span><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">Year of creation: 1968<\/span><\/p>\n<h2 style=\"margin-top: 16.8pt;margin-right: 0cm;margin-bottom: 4.8pt;padding-left: 0cm;font-size: 16px\"><span style=\"color: #031941\">Highlights<\/span><\/h2>\n<ul style=\"font-size: 16px\">\n<li style=\"color: #031941\"><span style=\"color: #031941\">In 2017, the company&#8217;s sales began to stagnate<\/span><\/li>\n<li style=\"color: #031941\"><span style=\"color: #031941\">In 2019, we conducted a sales effectivenesss and improvement analysis of the entire sales team (over 45 representatives, managers and sales leaders)<\/span><\/li>\n<li style=\"color: #031941\"><span style=\"color: #031941\">Optimization of the sales process resulted in a better qualification of opportunities, a reduction in the number of quotations, a shorter sales cycle and an increase in the closing ratio <\/span><\/li>\n<li style=\"color: #031941\"><span style=\"color: #031941\">Significant improvement in sales management skills after 12 months: +20% in coaching and +23% in motivation<\/span><\/li>\n<\/ul>\n<h2 style=\"margin-top: 16.8pt;margin-right: 0cm;margin-bottom: 4.8pt;padding-left: 0cm;font-size: 16px\"><span style=\"color: #031941\">The challenge<\/span><\/h2>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">With sales beginning to stagnate in 2017, Laurentide Controls wanted to <strong>build a recession-proof sales force <\/strong>so that, regardless of what&#8217;s happening in the market, the company can still generate business opportunities and win new customers.<\/span><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">With the evolution of technology, products, even technical ones, are becoming more and more equivalent to those of competitors and are becoming commodities. Laurentide Controls therefore wanted to <strong>find another way to succeed through the customer approach, and in particular with greater added value in the sales process<\/strong>.<\/span><\/p>\n<p style=\"font-size: 16px\"><em><span style=\"color: #031941\">&#8220;When COVID hit, so did the recession. Yet, with what we had put in place in sales only a few months before, the sales team continued to generate sales opportunities and bring in business. That&#8217;s when it hit me and I realized we had made tremendous progress.&#8221;<\/span><\/em><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">Steve Dustin, President of Laurentide Controls<\/span><\/p>\n<h2 style=\"margin-top: 16.8pt;margin-right: 0cm;margin-bottom: 4.8pt;padding-left: 0cm;font-size: 16px\"><span style=\"color: #031941\">The solution: Transforming sales to build a more resilient business<\/span><\/h2>\n<h3><strong><span style=\"color: #031941\">1. Sales force analysis<\/span><\/strong><\/h3>\n<p><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">For Steve Dustin, President of Laurentide Controls, it is obvious that &#8220;for any process, it takes a baseline to know where our team&#8217;s skills are.<\/span><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">The analysis answers 4 categories of questions:<\/span><\/p>\n<ul style=\"font-size: 16px\">\n<li style=\"color: #031941\"><span style=\"color: #031941\">Why aren&#8217;t we more efficient?<\/span><\/li>\n<li style=\"color: #031941\"><span style=\"color: #031941\">How much more efficient can we be?<\/span><\/li>\n<li style=\"color: #031941\"><span style=\"color: #031941\">What we need to do to be more efficient?<\/span><\/li>\n<li style=\"color: #031941\"><span style=\"color: #031941\">How long will it take to become more successful in sales?<\/span><\/li>\n<\/ul>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">Steve goes on to point out that &#8220;when we started the evaluation process, <strong>the message was that it was about making everyone better at their jobs<\/strong>. And I think we have people who have a great hunger and passion to become better. So, they were eager to have the tools, the coaching and the development to get better at their jobs.&#8221;<\/span><\/p>\n<h3><strong><span style=\"color: #031941\">2. Customized training programs and coaching<\/span><\/strong><\/h3>\n<p><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">As a result of the global sale team assessment, customized training and coaching programs for sales managers and representatives were launched. Each person received a personalized program to improve specific sales and sales management skills.<\/span><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">Michel Portelance, VP of Sales, confirms that &#8220;with the results of the evaluation, we were able to focus the training on the elements that would have the most positive impact on the company, both on the managers&#8217; and representatives&#8217; side.&#8221;<\/span><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">The <\/span><span><span style=\"color: #031941\">sales<\/span><\/span><span style=\"color: #031941\"> training and <\/span><span style=\"color: #ff6619\"><a href=\"\/en\/how-to-structure-sales-coaching\" rel=\"noopener\" target=\"_blank\" style=\"color: #ff6619\">coaching<\/a><\/span><span style=\"color: #031941\"> allowed the reps to regain control over many opportunities that had seemed lost. By going back to customers with a new approach to the meeting, the reps were able to identify the <strong>compelling reasons to buy <\/strong>and the financial implications of the issues at hand, thus winning sales that seemed lost.<\/span><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">On the sales management side, the coaching aspect is critical, as situations can vary greatly. Michel Portelance says, &#8220;We have a very complex set of solutions and we have very diverse customers. One day you might be talking to a plant manager and the next day to a technician. Being able to navigate through all these variables requires being able to rely on very strong sales coaching, with proven coaching tools and techniques.&#8221;<\/span><\/p>\n<h3><strong><span style=\"color: #031941\">3. Sales process optimization<\/span><\/strong><\/h3>\n<p><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">In addition to training and coaching, we worked to optimize the sales process and integrate the strategic elements of the <\/span><a href=\"https:\/\/go.primaressource.com\/en\/baseline-selling-consultative-guide\" rel=\"noopener\" target=\"_blank\" style=\"font-style: normal\"><span style=\"color: #031941\"><span style=\"color: #ff6619\">Baseline Selling<\/span><\/span><\/a><span style=\"color: #ff6619\"> methodology <\/span><span><span style=\"color: #031941\">into <\/span><em><span style=\"color: #031941\">Solution <\/span><\/em><em><span style=\"color: #031941\">Selling<\/span><\/em><\/span><em><span style=\"color: #031941\">, <\/span><\/em><span style=\"color: #031941\">which is the primary methodology at Laurentide Controls.<\/span><\/p>\n<p style=\"font-size: 16px\"><em><span style=\"color: #031941\">&#8220;I really appreciated the fact that Prima Resource are agile in their approach and that they adapted to our needs. They are very thorough, organized and result-oriented.&#8221;<\/span><\/em><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">Michel Portelance, VP of Sales<\/span><\/p>\n<h2 style=\"margin-top: 16.8pt;margin-right: 0cm;margin-bottom: 4.8pt;padding-left: 0cm;font-size: 16px\"><span style=\"color: #031941\">Results<\/span><\/h2>\n<ul style=\"font-size: 16px\">\n<li style=\"color: #031941\"><span style=\"color: #031941\">10% increase in YOY bookings<\/span><\/li>\n<li style=\"color: #031941\"><span style=\"color: #031941\">After one year, 6 representatives have reached the Elite category (compared to 0 at the initial evaluation), 10 have reached the Strong category (compared to only 1 initially)<\/span><\/li>\n<li style=\"color: #031941\"><span style=\"color: #031941\">20% increase in sales managers&#8217; coaching effectiveness<\/span><\/li>\n<li style=\"color: #031941\"><span style=\"color: #031941\">Reduction of the sales cycle time<\/span><\/li>\n<li style=\"color: #031941\"><span style=\"color: #031941\">Increased closing rate<\/span><\/li>\n<\/ul>\n<p style=\"font-size: 16px\"><em><span style=\"color: #031941\">&#8220;Today, in every interaction we have with our people, we take the opportunity to bring in an element of coaching. Now it&#8217;s in our hands to make sure we maintain that with our existing team but also when we bring new people onboard.&#8221;<\/span><\/em><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">Michel Portelance, VP of Sales<\/span><\/p>\n<p style=\"font-size: 16px\"><em><span style=\"color: #031941\">&#8220;We have seen benefits on three levels. Overall group effectiveness, sales manager and coach skill improvement, and then individual improvement for each salesperson based on their starting point.&#8221;<\/span><\/em><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">Steve Dustin, President of Laurentide Controls<\/span><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #031941\">If you feel that there is hidden potential in your company at the sales team level, you are most likely right. <\/span><span style=\"color: #ff6619\"><a href=\"\/en-ca\/contact-us\" rel=\"noopener\" target=\"_blank\" style=\"color: #ff6619\">Talk to one of our experts.<\/a><\/span><\/p>\n<p style=\"font-size: 16px\"><span style=\"color: #ff6619\"><span class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-70d3f7f1-9596-470e-804b-7c0a23ac30f6\"><span class=\"hs-cta-node hs-cta-70d3f7f1-9596-470e-804b-7c0a23ac30f6\" id=\"hs-cta-70d3f7f1-9596-470e-804b-7c0a23ac30f6\" style=\"text-align: center\" data-hs-drop=\"true\"><a 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pandemic.<\/p>\n","protected":false},"author":12,"featured_media":789,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[146],"tags":[],"class_list":["post-1290","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-kpis-and-forecasts"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.3 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Success story: 3-level wins with Prima Resource<\/title>\n<meta name=\"description\" content=\"Laurentide Controls&#039; success story with Prima Resource to transform the company&#039;s sales and return to growth in the midst of a pandemic.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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