CA Technologies Wins ASTD Award for Situational Sales Negotiation™ Implementation
CA Technologies' implementation of BayGroup International's Situational Sales Negotiation™ program has won a 2009 Award for Workplace Learning & Development award from the American Society for Training and Development (ASTD), with a citation in the area of performance improvement.
In its profile of the award, ASTD wrote:
"CA Inc.'s global software sales team operates in a highly competitive marketplace with complex processes and tremendous pricing pressures. But without a standardized negotiation model, the company's financial growth stagnated and sales managers could not coach reinforce effective negotiations tactics across their territories. As a result, the employee education department teamed up with global sales stakeholders to analyze the competencies of successful negotiators and document the gaps in behavior that prevented progress toward achieving organizational requirements and sales goals....
"Directly aligned and designed to support the financial goals of the organization, the negotiations program has had a direct role in helping CA's sales teams close more profitable deals. For the 2009 fiscal year, and despite recessionary economic conditions, the organization met or exceeded annual outlook for revenue, bookings, earnings per share, and cash flow from operations."
Overview of ASTD award winners:
http://www.astd.org/ASTD/aboutus/AwardsandBestPractices/awardWinners/2009.htm
Booklet describing all award-winning projects:
CA Technologies won the Chief Learning Office (CLO Magazine) Business Impact Award for its implementation of BayGroup International's Situational Sales Negotiation™ methodology, which produced $42 million in top-line revenue growth. To learn more, visit:
To learn more about CA Technologies, visit:
http://www.ca.com/us/default.aspx
A more in depth profile of this initiative is available here.
Contact: Paul Hennessey (paul@baygroup.com)
Current Insights & Developments
Harry Kendlbacher has been appointed Managing Director of BayGroup International’s EMEA region. In his new role he is responsible for overseeing the firm’s expanding operations in Europe, Middle East, and Africa. Kendlbacher has managed BayGroup International’s relationships with major corporate clients in the region since joining the firm in 2003. He is a seasoned sales professional, and has spoken at a variety of conferences on sales performance, marketing, and human resource issues.
What does it take to deploy sales training that drives bottom-line results? BayGroup International has published a number of case studies highlighting client engagements at Roche Diagnostics, Chevron, DuPont, and other companies that highlight effective strategies for improving business impact through better sales opportunity execution and sales negotiation.
From BayGroup.blog
BayGroup International’s President, Ron D’Andrea, recently took part in a thought-leader panel discussion hosted by ES Research. The subject: “Selling To and Negotiating With Today’s Tough, Strategic Procurers/ Buyers/ Sourcers.”
News & Announcements
BayGroup International's Ron D'Andrea and Harry Kendlbacher were featured speakers at a session titled Improving Sales Performance: Lessons from the Field for HR Directors at the World Trade Group's 9th Annual HR Director's Business Summit in Birmingham, England.
