Business Challenge

The largest designer and custom-builder of swimming pools in the state of Texas had experienced substantial growth during the previous five years. This growth led to the frequent hiring of sales personnel who, at times, did not live up to the high standards established by the more veteran company sales personnel.  As a result, the company was not successfully closing enough “deals” in relation to the number of project proposals that were issued.

Solution

The company turned to OnTarget Partners marketing research division for advice in how to better understand the best approach in why they were not closing more deals. Working closely with the executive leadership, OnTarget completed questionnaires with individuals who had received a proposal from the company but decided not to use the company to build a swimming pool.

Result

Responses to the questionnaires revealed that the proposal did not always incorporate the pool design the individual was expecting to see and the overall costs were perceived as being too high.  With these findings, the company established internal processes to ensure that all pool designs are double-checked by someone other than the salesperson prior to submission to a prospective Client.  The existing sales team has received additional training and new hires are teamed with a more senior salesperson for a longer period of time.  Additionally, the company examined its pricing strategy and is now more competitive in the marketplace.  Executive leadership now has the confidence that its salespeople are meeting the expectations of prospective Clients.  Also, a potential customer now has more trust in the company because they feel that the company (through its salespeople) “is listening to what I say.”