CLIENT		Vanguard Car Rental Parent company of National Car Rental and Alamo Rent a Car Sales Division
PROJECT FOCUS		Improve sales and proficiency by developing and implementing: 1) a consistent sales process for all Sales Associates, and 2) a sales coaching system that reinforces the sales process
OVERVIEW		Vanguard is the parent company of National Car Rental and Alamo Rent a Car. Since March of 2004, The Next Level has partnered with Vanguard's sales division that focuses on selling, implementing and growing client relationships in the commercial, travel industry and affinity channels.  In Phase I of this project, The Next Level introduced a sales management coaching system that focused on: One-on-one game plan meetings Delivering feedback Transferring the skills of top performers
OBJECTIVES		Following this sales management coaching training, The Next Level initiated a 3-month follow-up plan to monitor and reinforce execution.  During Phase II of the project, The Next Level was asked to develop and implement a consistent sales process for commercial, small business, affinity and travel industry sales associates (responsible for sourcing and expanding client relationships).  The Next Level collected the best practices of top-performing Account Executives and Account Managers in order to design "Selling on the Frontline."  This consultative selling approach was then rolled out to all the salespeople.
RESULTS		The primary benefit to Vanguard has been growth in revenues and profitability versus the previous year.  Specifically, Vanguard has: Increased proficiency from 55% to 74% (Revenue to Contract) $9,300,000 in incremental revenue As a result of the training, new sales people are experiencing success earlier and seasoned salespeople are raising their performance to a higher level.  In addition, sales managers are better able to identify and redirect poor performance more effectively, while recognizing positive behaviors and world class performance more regularly.

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