Case Study

How ARI Grew Sales Revenue and Quota Attainment in 6 Months

ARI Network Services Logo
Industry: Automotive Software
Company Size: Mid-Market
 
ARI Network Services, Inc. (ARI) offers award-winning eCommerce and eCatalog platforms, lead management tools and digital marketing services that help dealers, equipment manufacturers and distributors Sell More Stuff!™ – online and in-store.
ARI Network Services

The time Factor 8 took to customize the material with current examples of the obstacles we encounter helped create buy-in with our sales teams and made them more receptive to the coaching.

Aubrey A., Sales Manager at ARI Network Services

The Challenge

  • ARI Network Services was experiencing rapid growth through acquisitions across 3 locations
  • They had no standardized “best practices” for their sales team

The Solution

  • Factor 8 introduced onsite needs analysis and remote follow ups
  • We created rep and manager classroom training focused on qualifying prospects, uncovering customer needs, building value and positioning ARI, and overcoming objections
  • We implemented new KPIs and dashboards implemented
  • We taught managers better coaching techniques to reinforce new skills for reps

The Results

20%

Increase in Rep Dials Per Day

11%

increase in Quota Attainment

29%+

increase in Overall Sales Revenue

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