1. Problem

More Floats, a business in the float and wellness industry, faced challenges as a two-man team. While the individual sales representative was capable of handling sales appointments, there was no system in place to track performance or gather feedback on sales calls. This lack of insight made it difficult to determine the effectiveness of their sales approach and optimize their strategy for better results.

2. Plan

To overcome these challenges, a structured training cycle was introduced. The focus was on improving core nurturing abilities and refining communication techniques. The key objectives of the plan included:

- Enhancing the sales team’s ability to understand customer needs.

- Implementing a structured approach to sales conversations, reducing unnecessary details and making communication more direct and effective.

- Providing a repeatable sales framework to improve consistency in conversions.

- Establishing a system to track sales performance and collect actionable feedback for ongoing improvement.

3. Company Info

More Floats has been a dedicated partner in growing float centers and wellness spas for over a decade. The company specializes in providing expert consulting, professional marketing content, and proven systems to help businesses thrive. Their mission is to help float centers skip the stress, gain confidence, and create a greater impact on their communities.

However, despite their extensive expertise, More Floats faced internal sales challenges as a two-man team. While they were successful in generating inbound leads, they lacked a structured system to track sales performance and evaluate the effectiveness of their outreach. This created inefficiencies and uncertainty in their ability to consistently close sales and optimize their process.

4. Implementation

The new sales structure was introduced with the following key components:

- A comprehensive training program focused on direct and effective communication techniques.

- A structured sales framework to create a repeatable and scalable approach.

- A feedback and performance tracking system to analyze sales calls and identify areas for improvement.

- Continuous coaching and refinement of sales strategies to ensure long-term success.

5. Results

The implementation of the structured sales approach led to significant improvements in business performance:

- Higher close rate on sales calls, demonstrating the effectiveness of the refined communication strategy.

- Improved system structure within the business, offering clear guidelines for sales execution and tracking.

- Enhanced efficiency in the sales process, allowing the team to maximize their time and increase revenue.

By introducing a structured sales system and performance tracking mechanisms, More Floats successfully optimized their sales process, resulting in higher conversions and improved overall efficiency. This case study highlights the impact of systematic training and structured communication in transforming small sales teams into high-performing units.