33 Global Opportunities Created In 90 Days With Global Facilities Leaders.

#Citron

About Citron Hygiene

Citron Hygiene has spent the last 40 years earning the trust of the world’s most prestigious clients, one customer at a time.

It provides solutions that encompass washroom hygiene, pest control, warewashing and chemical and life safety products and services to ensure building owners and managers can address their facility’s needs.

Target Audience

Sales for Life has enabled their entire global sales force to engage their customers (Facilities and Operations leaders) in a digital way not seen in their industry. This has led to a distinct competitive advantage of other companies selling into facilities / operations.

Why focus on digital selling?

  • Real Estate holdings (either Landlords, REIT’s or Corporate offices) and Facilities Management divisions within those businesses, have been seen as a cost center since Covid-19, and Citron Hygiene saw a unique opportunity to arm their customers with tools / skills to demonstrate ROI in the facilities business units.
  • The Healthcare sector of their business has become extremely noisy due to Covid-19, and Citron Hygiene needed to cut through the noise and great opportunities in a market saturated by competitive prospecting.

How it was measured?

Program success was evaluated through Sales for Life’s measurement framework, grounded on the Kirkpatrick Evaluation Model, as the industry best-practice.

While much of digital selling is focused strictly on training, Sales for Life’s model is built around knowledge transfer and application. This is ultimately tied to sales results and ROI. It was through this approach that Citron was able to correlate actual sales results through application of learning.

LEVEL 5

ROI CAPTURE

LEVEL 4

SALES IMPACT

Can ROI be measured?

Can sales impact be realized?

You Capture

LEVEL 3

BEHAVIOR CHANGE

LEVEL 2

KNOWLEDGE TRANSFER

LEVEL 1

SATISFACTION

Has behavior changed as a result?

Has knowledge transfer occurred?

Are learners satisfied with the content?

Sales for Life Creates

LEVEL 5

ROI CAPTURE

LEVEL 4

SALES IMPACT

Can ROI be measured?

Can sales impact be realized?

You Capture

LEVEL 3

BEHAVIOR CHANGE

LEVEL 2

KNOWLEDGE TRANSFER

LEVEL 1

SATISFACTION

Has behavior changed as a result?

Has knowledge transfer occurred?

Are learners satisfied with the content?

Sales for Life Creates

Effective Change Management

  • 100% of the global sales force was certified in Digital Sales Mastery, with 33 global opportunities created in under 90 days. Twenty (20) of these opportunities were created with new net accounts, even during the Covid-19 pandemic.

What’s next?

Sales for Life has moved to Phase 2 of the program by introducing Signal Intelligence to the sales organization on a monthly basis, and launching quarterly cohort (new hire) training programs to keep the system in the sales organization.

“If had not been for our Social Selling outreach (through key account planning), this opportunity would have been completely overlooked. Our own customer was considering another solution for their adjacent business unit.”

Zach Sherman

Customer Success Support & Account Development Enterprise ++ Majors

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