The “New Wave” of Private Equity Capability
THE BEST WAY TO RAISE FUNDS, MAKE DEALS AND GROW ORGANICALLY
The Sales Board, is a Top 20 Global Sales Development Company. We’ve been recognized as Top 20 by TrainingIndustry.com and SellingPower.com for many years. About a year ago, we landed an engagement with Tonka Bay Equity Partners in Minnetonka, Minnesota. As with any new client, we started our own form of due diligence.
All of the salespeople trained in Tonka Bay’s portfolio companies certified on each of the skills that are critical to organic sales growth. Each of the five critical organic-growth selling skills showed significant improvement in the field. The greatest improvements occurred in Sales Call Planning, Presentation Skills, and Gaining Commitment.
Tonka Bay itself added seven deals to its portfolio in the first nine months following training. The companies it holds showed significant organic growth as a result of the training initiative.
Tonka Bay can easily demonstrate that it adds value to its holdings in many ways. Thanks to its partnership with The Sales Board, and the corresponding ability to accelerate organic growth, Tonka Bay’s Capabilities Wheel is spinning like a top.
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IMPROVEMENT IN CRITICAL SALES SKILL #2: Sales Call Planning
REMARKABLE FINDINGS ABOUT SALES CALL PLANNING IN PRIVATE EQUITY:
- Salespeople in Tonka Bay’s portfolio companies had a reasonable amount of Knowledge (65%), but the ability to apply sales-call-planning skills was surprisingly low (45%). Generally, salespeople appeared to be poor planners.
- A post-training Application score of 78% shows that salespeople are using most of the new Knowledge (89%) they acquired.
- The 75% gain in Application of this skill suggests that sales call planning is the No. 1 most important skill for Tonka Bay to focus upon.