Golden Harvest faced challenges in the seed industry. Large competitors dominated the seed market. Sales trends were flat and new customers were hard to acquire. Selling through a front-line sales force made up of part-time farmers/dealer sales representatives, Golden Harvest was competing for their attention and mindshare. Using in-person meetings to develop salespeople had become unrealistic and costly. With enormous geographical territories, District Sales Managers and their sales reps often had to drive for hours to reach a common location. People were just too busy to spend this much time developing their sales skills and tactics, so they simply didn't buy in and do it. Golden Harvest needed a timely solution that could train their team on the fly - whenever, wherever.
Golden Harvest turned to ej4 to create product-specific and seed-selling-specific video-based training that could be delivered and accessed from any mobile device. They had a training solution that was convenient, practical, engaging and was able to be delivered to dealers with and without high-speed internet access. In a flash, sales reps were consuming important courses, reinforcing the lessons by taking exams, and would discuss strategies and thoughts with their District Sales Managers on conference calls and in meetings. ej4's custom video solutions were a set of curricula for three levels of seed dealer certification, as well as a host of electives covering seasonal calls and special development needs. And the results...
Significant sales ROI! Here are some of the biggest highlights for Golden Harvest and their employees as told by their head of Western Division Sales, David Dam:
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