“The sales training programs, and the territory planning tools in particular, that Steve helped OneCoast put in place have led to a measurable increase in our sales team’s productivity. OneCoast has worked hard to implement these programs and our success in effectively rolling them out has contributed to our ability to consistently hit our 2003 sales goals in spite of a difficult retail economy.”
 
Our supplier partners see us as being leaders in sales training and management in our industry, resulting in a competitive differentiator for us in the marketplace.
 
Customer Spotlight Summary
 
OneCoast Network (www.OneCoast.com) employs the nation's largest and most experienced team of sales representatives for the home and gift market. A team of 14 established agencies, OneCoast partners with more than 60,000 retailers to grow sales by recommending the most desirable product lines and providing valuable business guidance. The depth of its sales team and the breadth of its market coverage ensure higher sales for both manufacturers and retailers coast to coast.
 
Over the past year, OneCoast has defined and implemented an industry leading sales process for its road reps, and more recently rolled out a comprehensive Territory Planning initiative. OneCoast has utilized regional sales workshops to roll out the Territory Planning initiative.
 
Territory planning and sales training have had measurable results within OneCoast: The company delivered the training and planning workshop in February of 2003 to the first regional sales group which at the time was performing near the bottom of the 14 regional agencies (at 47% of its monthly goal). In May, this agency has leaped to the top of the company standings as the best performing agency, performing at an estimated 113% of its monthly goal.
 
Investing in the sales organization created a competitive differentiator: OneCoast’s reputation for investing in sales training and territory planning programs has been a major contributing factor in enhancing relationships with existing manufacturers, and in acquiring additional product lines from new manufacturers. Click on the links to the OneCoast web site (below) to see how the company strategically leverages their investment in the sales organization to differentiate themselves from their competitors.
 
Onecoast.com/supplier_training_program
 
Onecoast.com/news_detail