Case Study: Comdata

COMPANY OVERVIEW:
Comdata is a proven leader in corporate payments for a wide range of industries and some of the nation’s most-recognized brand names. Their solutions touch financial transactions of all kinds and are changing the way companies manage data, pay employees, process transactions and control spending on key business purchases. Comdata solutions help save companies money, grow the bottom line, streamline operations and minimize financial risks.

The flagship solution, the Comdata Card, helps thousands of companies manage corporate purchases, fuel expenses, payroll and more with a single platform.

Comdata is a wholly-owned subsidiary of Ceridian Corporation, a multi-billion dollar information services and human resource management company based in Minneapolis, Minnesota.

 

THE COMPANY’S ASSESSMENT GOALS:

Like many organizations in today’s changing business environment, a review of sales performance and leadership is becoming a standard practice as companies look back over the last few years and start to make changes moving forward. The case was no different for Comdata.

The need for a highly skilled sales force and stronger management team were the original factors that led their executive management team to look at what they had been doing right and find opportunities for improvement. With a sales force of over 100 representatives nationwide, Comdata needed to find a way to track activity, forecast training and hold their salespeople accountable cross country from a single base headquarters in Nashville, TN.

As in many circumstances, companies know they need a change, but they don’t always know where that change needs to take place in order to see the quickest results in the shortest amount of time.

 

THE SOLUTION:

Our initial strategy has been to engage Comdata in a full sales diagnostic while completing an inside assessment of their current sales force and management team.

Southwestern Consulting™ was chosen as the preferred provider for 3 main reasons:

  1. We train in a consultative sales methodology unlike many other traditional sales training models.
  2. We focus on three core components that are intra-dependent for a sales organization. (Skills, Systems and Self Motivation)
  3. We are practitioners of what we preach and have a real life, up-to-date perspective of today’s sales environment because we live in it every day.

As our research assessment came to a close, there remained three core areas in which werecommended an immediate and priority focus:

  1. Online Activity Management
  2. In-Person Sales Training
  3. On-Going Leadership Development

 

RESULTS:

For the first time in a long history of sales success, Comdata salespeople and managers have a way of measuring daily activity to hold their team accountable, forecast training and develop an activity-based sales model vs. the traditional quota-driven sales culture.

The sales team is now able to determine their own personal closing ratios and training needs in order to be more proactive in an independent sales culture.

Our Process is 4 Phases :

  • Research

    We perform on site shadowing and review your sales processes.

  • Consult

    We deliver expert recommendations customized to your unique business.

  • Create

    We partner with you to create custom resources for you to immediately use in your business.

  • Embed

    Your team engages with our ongoing coaching and accountability systems to ensure maximum implementation and results.

To learn more about how we partner with you to elevate your sales :

Request a free consultation

Testimonials

Lee Pepper, CMO, Foundations Recovery Network

Working with Southwestern Consulting has turned out to be one of the best decisions I’ve ever made as a leader. They quickly executed a 30-day analysis and came back with what was mind-blowing opportunities for improvement. Since then, our call-to-admission conversion ratio has quadrupled! They are simply amazing.

Forrest Walden, Founder and CEO of IronTribe Fitness

After a 60-day research phase, the Southwestern Consulting team uncovered several key areas for improvement. Collectively, our 32 franchise gyms increased overall sales numbers by just over $100,000 chain-wide after one month of beginning work with you! This is by far and away the biggest increase month over month that we have ever seen!

Kelly Roy, VP of Business Development, Century II

Southwestern Consulting is highly customized, organized and efficient. We have seen results immediately and I can't be more thrilled.

Frank Argenbright, Owner and CEO, SecurAmerica

Southwestern Consulting helped us make immediate changes in our business. The initial investment was recovered within a few months. You guys are the best sales performance consultants in the world, period.

Tim Leeper, President, Tim Leeper Roofing

I have seen meaningful differences since having Southwestern be a part of our team. If leaders are serious about improving performance and increasing capacity for growth, they should strongly consider working with your team.

Tracy Christman, VP of Vendor Alliance, Budget Blinds on our 2013 Canadian Summit

By dedicating the time and attention to understanding both our model and the challenges that face our business, your trainings have always been deemed by our franchisees as pertinent, timely, relevant, and actionable. It's no coincidence that Southwestern Consulting sessions are regularly the highest rated.

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