A 100 year-old company is the industry leader in providing solutions to the college and university retail environment with a suite of products including technology, ecommerce, textbook college store design and textbook solutions. The dynamic and changing environment in the retail market on college and university campuses created an opportunity for this company to reorganize their sales team. It partnered with Carew to train and refocus the sales team from a transactional and reactive team to a consultative sales team to work with customers to find opportunities and solutions in the changing and dynamic market.

Specific Client Performance Challenge (GAP)
The challenge the company faced was transitioning the sales team from a transactional and service provider to a team that used a consultative selling approach. The need to work with customers in identifying opportunities and solutions in the changing environment was a key to the success and profit of the college store and the organization

the full case study to learn more about Carew’s solution.