Tyson Transformed Customer Relationships

The Challenge

Tyson Foods is a multinational, protein-focused food company with more than 122,000 employees. The company has experienced growth through natural business expansion and acquisitions. This growth, however, led to inconsistent selling methods across the organisation.

Sales leaders at Tyson realised that to continue to grow, they needed a common selling framework and language and a renewed focus on the customer. They also needed a selling strategy that empowered the team to leverage considerable customer data, using the information to help shape their customer’s perspective and grow into the white space. These skills would need to tie directly into Tyson’s explicit goals of achieving two times the market share growth in each food category and deriving 15 percent of revenue from new products.

The Approach

Richardson Sales Performance implemented a blended learning sales training solution for approximately 1,000 of Tyson's sales professionals to drive immediate improvement and sustained performance. This training helped the Tyson team improve customer interactions and internal collaboration. The customised content was designed to deliver on this goal by helping sales professionals understand customer needs, resolve concerns to remove obstacles to selling, appropriately leverage industry knowledge, float ideas, ask questions, and recommend solutions.

Changes at Tyson were almost immediate. The on-demand learning provided by Accelerate gave sales professionals a clear indication of where they stood and where they needed to be. This feedback and clarity invigorated the sales force to reach further in their efforts to advance the sale. The skills of Richardson Sales Performance's facilitators introduced a new level of selling expertise to the culture. The instructors brought a wealth of knowledge above and beyond the material taught.