Company: ValueSelling Associates Inc., Carlsbad, CA
Company Description: ValueSelling Associates is the creator of the ValueSelling Framework®: The sales methodology, training and toolset that aligns your revenue engine with a common language, enables sales professionals to compete on value, not price, and saves time in all selling scenarios. Since 1991, ValueSelling has helped thousands of sales professionals achieve results they never thought possible.
Nomination Category: Sales Awards Distinction Categories
Nomination Sub Category: Sales Distinction of the Year - Industrial & Manufacturing
 Nomination Title: Kimberly-Clark Professional Sales
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the sales achievements since July 1, 2020 of the nominated organization, OR written answers to the questions? (Choose one):
Written answers to the questions
- Outline the organization's sales achievements since July 1 2020 that you wish to bring to the judges' attention (up to 250 words):
Total 248 words used.
[REDACTED FOR PUBLICATION]
[REDACTED FOR PUBLICATION] KCP needed a standardized process and customer-focused methodology for going to market that would enable them to transform from “order takers” to “consultative sellers.” Instead of relying solely on distributors, KCP would forge relationships with end users directly, uncover their most pressing business challenges and compete on value, not price.
This approach included:
- A baseline assessment of seller strengths
- Early adoption of video and virtual-selling best practices
- [REDACTED FOR PUBLICATION]
- Rollout of the ValueSelling Framework® across KCP sales with a two-year reinforcement plan
- One-on-one coaching for every seller on the new methodology
- The Sales Teaching Sales program to amplify success stories
Amanda made the new methodology the objective for 2022-23 – her approach was methodical:
- January 2022: Launch of ValueSelling with 10 customized sessions
- April 2022: Launch of the eValuePrompter in Salesforce with training district-by-district [REDACTED FOR PUBLICATION]
- Summer, 2022: KCP trainers certified to deliver ValueSelling
- 2023: Quarterly trainings on ValueSelling geared toward individual market segments
The results speak volumes. Looking at the last six months of data:
- Average deal size with ValueSelling is 175% greater than those without
- Win rate of deals with ValueSelling is 21.5% greater than those without
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 76 words used.
[REDACTED FOR PUBLICATION]
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
- Briefly describe the nominated organization: its history and past performance (up to 200 words):
Total 200 words used.
Driven by integrity and innovation, Kimberly-Clark Professional has a 150-year track record of empowering workplaces to confidently navigate change. Its suite of iconic brands is a trusted part of life in more than 175 countries and essential to one-quarter of the world every day.
Recognized in 2019 by the Ethisphere Institute as one of the World's Most Ethical Companies®, Kimberly-Clark Professional is committed to doing the right thing–and it shows: Through its commitment to diversity and inclusion, sustainability and industry outreach, KCP built a culture where care is more than a word – it’s an action. Amanda Huston, Team Leader, Sales Development and Learning, is responsible for assessing and cost-effectively meeting the training needs for all levels of KCP sales.
From 2020-2022, Amanda spearheaded an initiative to address a rapidly changing marketplace and bewildered sellers:
- Office buildings and event venues were vacant
- Manufacturers restricted access
- Crucial distribution partners went out of business
- [REDACTED FOR PUBLICATION]
The solution was [REDACTED FOR PUBLICATION] built on a digital transformation, a new sales methodology that enabled sellers to connect to end users, and agile sales trainer deployment and coaching.
- Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the organization's past performance (up to 250 words):
Total 244 words used.
This sales transformation has empowered Kimberly-Clark Professional’s sales organization to own its own destiny. In the heavily commoditized janitorial-supplies industry, KCP sales stands apart with its value-based approach. [REDACTED FOR PUBLICATION] KCP’s sales professionals are now empowered to engage end users in high-level business conversations. The ValueSelling Framework provided them with a shared process and language to approach these conversations, building seller confidence and ensuring a consistent customer experience throughout the buying process. In addition to the sales results, Amanda’s initiative has dramatically impacted seller experience:
- [REDACTED FOR PUBLICATION] Thanks to a reinvented onboarding program, new hire productivity increased.
- [REDACTED FOR PUBLICATION]
- Equipped with the ValueSelling methodology, are more engaged. This new way of selling has enabled them to have deeper business conversations with potential buyers. [REDACTED FOR PUBLICATION]
From closed venues to the rise of remote work to supply chain breakdowns, the janitorial supply market has felt the full weight of the past two years. This sales transformation was strategically significant in its ability to enable a radical go-to-market shift. The resulting success in engaging end users has not only affected sales results but has revealed key insights into what these customers value – information that is transforming GTM efforts beyond the sales function.
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