Case Study: Foundations Recovery Network

COMPANY OVERVIEW:

Founded in 1995, Foundations Recovery Network (FRN) quickly established itself as a premier organization for treating persons with a dual diagnosis of substance addiction and mental health disorders. FRN offers a continuum of care for those battling with co-occurring disorders including outpatient services, vocational rehabilitation and residential programs in Malibu, Memphis and Palm Springs.

The FRN treatment program incorporates the 12-step philosophy while utilizing motivational interviewing techniques and has a proven successful recovery outcome. Their residential model has achieved remarkable and measurable outcomes for the dually diagnosed, as well as gaining national recognition as an exemplary program.

With a highly experienced and caring staff, comprehensive treatment facilities and a long-term commitment to helping those with co-occurring conditions, FRN provides a full scope of services to meet the needs of persons with dual disorders.

 

THE COMPANY’S ASSESSMENT GOALS:

After a review of activity and structure within Foundations Recovery Network, we outlined a variety of recommended methods of sales and management training to be implemented on an on-going basis.

Each method of training serves the delivery of a different skillset, knowledge base, activity, personal accountability and a source of motivation for each individual involved. As we all learn differently, we must apply different methods of training, teaching, accountability and motivation to ensure the best results possible.

As part of our recommended training to ensure that the training is being adapted and is working, wealso recommended different sources of tracking progress such as:

  • Bi-Weekly PC Schedules with Sales Managers
  • Weekly Group Sales Training Meetings
  • Bi-Weekly Call Shadowing and Review
  • Daily Reporting of Critical Success Factors (CSFs)
  • Quarterly Production Reviews

 

THE SOLUTION:

The solution was to engage FRN in a full sales diagnostic while completing an assessment of their inside sales team, outside sales force and management team.

Southwestern Consulting™ was chosen as the preferred provider for FRN because of our hands-on approach of integrating our consultants into the daily practice and activities of our clients’ businesses.

Upon beginning our research, our consultant staff spent 30 days working alongside the inside sales team to create custom word tracks and phone presentations. We then traveled with each outside sales rep to gain a first-hand perspective of what their job entails.

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

  1. Online Activity Management
  2. Customized Word Tracks and On-going Sales Training
  3. Team Restructuring and Management Reinforcement
  4. Compensation Review, Performance Recovery Plan and Incentive Program

 

RESULTS:

Within just 90 days of launching the custom word tracks and sales training, the call-to-sale ratio had quadrupled with the inside sales team. In just five short months, each inside salesperson had increased their monthly average by over 20% from the prior year.

Not only has the overall production increased, but so has the sales team. Once the new systems were put in place and new hires were able to be successful quickly, the client was able to bring on six new producing reps in a 2-month span.

In addition to the increase in sales volume and sales reps, the entire culture has seen a shift to one that is motivating, competitive and founded in principles.

 

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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