2023 Trailblazer Award Winner: Account Based Sales Development
ELEVATOR PITCH:
TMC Logistics and Luminaries Consulting partnered up to create a leading-edge development program, helping transform their account managers from “order-takers” to logistics solutions providers. The Growth Account Acceleration Program (GAAP) guides participants on a journey to learn new skills and behaviors that improve results for them, their customers, and the business.
MEASURABLE RESULTS AND OBJECTIVES ACHIEVEMENT:
Before starting the program, the team set an ambitious goal of 30% growth of all the selected accounts. Over the initial 9-month program, not only did participants exceed that growth target, they also: Showed improvement in all 9 account management competencies (by pre & post self-assessment) Achieved customer and personal growth results in numerous areas including volume growth, cross-selling new solutions, and developing new and deeper relationships with contacts at their accounts. While these results could be attributed to many factors, participants expressed 72% (substantial!) confidence that these results were because of this program.
You’ll find additional goals and details in the attached case study. This is still in draft form (not for publication) but will be finalized long before Elevate.
BLAZING A TRAIL!
GAAP was built to address the specific business growth needs of TMC, and make an impact on their team members and their business… fast. The program blended best practices in logistics account management, with TMC’s customer growth strategy and gave participants a platform to learn, practice with peer, leader and facilitator support, and apply all that learning directly to their business. Between development sessions, they had application assignments to continue to stretch and challenge.
This blazed a trail because TMC was bold enough to put a stake in the ground in terms of goals, and invest in their current talent to get them there. Building a TMC-specific development solution fit with their culture and ensured that the performance changes they were seeking became ingrained in their business, and is becoming the TMC approach to growing existing customers. They knew that investing in their talent would pay off.
GAAP is currently in the second year, and has expanded to include a powerful mentorship component. These mentors were sourced primarily from the initial program graduates, helping continue to encourage a culture of growth and development at TMC!
WATCH THEIR VIDEO HERE.
READ THEIR CASE STUDY HERE
