Sales Leadership Transformation

  • NEED

    As a the largest network of dental laboratories in the U.S., National Dentex Corporation (NDX) serves a substantial clinician market of over 40K dentists.

    Yet NDX was facing a challenge in its sales organization.

    Both inside and field sales needed strong organizational leadership and effective sales tools to execute their strategy.

    Dialog was quick to put their best team on the case – ready to tackle culture, customer engagement, talent management and sales operations to take the sales team to the next level.

  • ENGAGEMENT

    Given NDX’s needs, Dialog immediately focused on the highest and quickest impact activities. A sampling of these activities included establishing:

    • Improved account planning and coverage approaches
    • A new national sales enablement marketing campaign strategy and assets
    • A full suite of talent management processes (recruiting, onboarding, coaching, incentives, evaluation)
    • A new NDX defined sales methodology
  • OUTCOME

    Sales leadership and management efforts resulted in a transformed sales organization.

    Acting not only as a consultant but as a part of their in-house team, Dialog reinvigorated the sales team to help make them more cohesive and accountable – all while providing the direction, tools, and support to improve culture, communication technique, metrics and close rates.

    Ultimately the team achieved record results in improved year-over-year sales.

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