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NCI Building Systems (NCI) is one of the top designers, manufacturers, and vendors of metal coatings, components, and buildings for nonresidential construction in North America. Headquartered in Houston, Texas, the company has over 4,000 employees and 45 manufacturing facilities across the United States. The NCI components division is supported by a team of inside sales representatives located across twenty manufacturing facilities. The sales team receives and fulfills incoming customer order requests for services. In order to generate additional sales opportunities, a new ‘outbound’ sales strategy was being implemented across the sales team. However, there was a significant skills gap within the sales team. The team was highly skilled in taking inbound customer order requests but lacked the outbound telesales skills necessary to sell products and services. The training goal was to teach the sales team the ‘tricks of the trade’ of selling, to successfully perform their new role. NCI needed a flexible training solution that was tailored to their specific training needs, without incurring any extra training expenses. After a long search to find the right solution provider, NCI partnered with TTA to develop a solution unique to NCI’s need to effectively deliver instructor-led training (ILT) at each of their manufacturing facilities. TTA was able to immediately identify and deliver an experienced sales trainer to provide the hands-on telesales training to the sales team at each NCI location.
