Case Study: D1 Sports

COMPANY OVERVIEW:

D1 is The Place for The Athlete. They provide custom sports training programs, expert coaching and the latest in sports therapy, all in an intense, high-energy environment. Every person who walks throughthe doors of their state-of-the-art facilities is trained and treated like an elite athlete.

THE NCAA DIVISION I EXPERIENCE – D1’s intense, motivating atmosphere is designed to deliver the same experience and benefits collegiate athletes receive in top-tier athletic programs.

CHARACTER BUILDING – D1 places a strong emphasis on developing positive character, core values and self-esteem.

SPORTS THERAPY – D1 offers on-site, rehabilitative sports therapy to complement sports training.

MEDICAL PARTNERS – D1 partners with top local sports physicians to provide the best quality sports medicine services to its athletes.

PRO ATHLETE CO-OWNERS – D1 facilities are co-owned by pro athletes, including Peyton Manning and Phillip Rivers, who have strong values and character, along with a passion for helping young athletes achieve their goals.

 

THE COMPANY’S ASSESSMENT GOALS:

Upon our first meeting with D1 Sports Training they had created an excellent brand, product, and culture. Their sales systems, recruiting systems, and management systems were non-existent. Their goals were to expand from three locations to ten locations. They had five salespeople with no formal sales training when we engaged
with them.

After researching the various areas of need, we put a plan together including the followin

  • Create a two-day D1 Sales School
  • Customized word tracks for each step of the sale
  • Create a prospecting pipeline system
  • Create a spaced repetition customized coaching program
  • Revamp their marketing materials and website
  • Create a recruiting system
  • Design an on-boarding system
  • Create a management system and protocol checklist.

 

THE SOLUTION:

We started with a 30 day creation period to design the first ever D1 Sports Training: Sales School. The D1 Sports Training Sales School included the creation of the following:

  • Customized word tracks and word-for-word scripts for each step of the sale
  • Creation of a prospecting system
  • Creation of a D1 “pitch book” for a sales presentation
  • Activity tracking systems and reports

After the launch of the first D1 Sports Training sales school, we shifted to evaluating the current sales team and recruiting new salespeople. We created a National Sales Manager position including the following:

  • Ideal candidate profile
  • Compensation recommendations
  • Expectations and personal conference meeting schedule

After the creation of the sales systems and management systems, the third area of focus was creating a recruiting system. The recruiting systems that we created for them included the following:

  • D1 Employee Prospective Packet
  • Incentive Plan
  • Sales Standards and Performance Improvement Plan
  • Initial hire Sales 101 Training School

We then created and maintained an annual training schedule including the following:

  • Daily sales activity tracking and reporting
  • Monthly ½-day advanced training seminars
  • Quarterly full-day Sales Summit trainings• Monthly ½-day advanced training seminars
  • Monthly D1 New Hire Sales Schools
  • Quarterly full day Sales Summit trainings

 

RESULTS:

After 30 days of the initial D1 Sports Training Sales School, their sales went from 5 per week, to over 50 for the month. One year later, D1 Sports Training had a team of over 20 salespeople, was in 10 locations and had its best year ever in revenue and profits.

Two years later, D1 Sports Training over doubled its revenues again, had more than 30 salespeople and was in more than 15 locations.

 

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.

Our company has been featured in:

Our Clients Include:

Close
Close