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 Achievement Categories
Nomination Sub Category: Sales Turnaround of the Year
 Nomination Title: McLean & Company: Sales Transformation
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the nominated achievement since July 1, 2020, OR written answers to the questions? (Choose one):
Written answers to the questions
- Briefly describe the nominated organization or individual: history and past performance (up to 200 words):
Total 197 words used.
McLean & Company provides unprecedented value to its clients through relentless product innovation and transformational HR solutions. Its mission is simple: Empower leaders to build workplaces where everyone thrives.
McLean & Company accomplishes this mission through core project and HR research, evidence-based diagnostic programs, comprehensive training programs, guided implementation and project advisory, and onsite workshops and consulting. The goal is not to sell one-time solutions but to partner with HR leaders at every step of the journey – creating bespoke experiences that fundamentally change the employee experience at client organizations:
"Working with McLean has allowed my team and I to execute on increasing employee engagement, growing our diversity and inclusion initiatives, and improving HR processes in support of our organization's mission." Jennifer Craig – President/CEO, ReDiscover
This focus on creating deep partnerships that empower HR organizations to systematically improve has led to rapid organic growth [REDACTED FOR PUBLICATION]. However, the sky's the limit in the relatively uncrowded U.S. HR research and advisory marketplace.
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- 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.
- Outline the nominated achievement since July 1 2020 that you wish to bring to the judges' attention (up to 250 words):
Total 249 words used.
McLean was already providing [REDACTED FOR PUBLICATION] incredible ROI for its clients, but [REDACTED FOR PUBLICATION] leadership knew that switching to a value-based approach would support an even better client experience. [REDACTED FOR PUBLICATION] In 2022, they unified their sales force with a common sales methodology, The ValueSelling Framework®. Their approach included:
ValueSelling Training
- Rollout of ValueSelling across all sales teams, including tailored workshops for all leadership roles.
- One-on-one coaching for leadership roles on how to coach to the new methodology.
Sales Process Analysis
- Director-led analysis to more effectively leverage the new methodology across the buying journey.
- Adoption of ValueSelling tools aligned to each stage of the sales process, including the ValuePrompter®, Credibility Introductions, O-P-C Questioning, the Opportunity Assessment Tool and Mutual Plan letters.
- Creation of measurement practices to monitor/drive adoption.
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From FY20 to date, they’ve seen impressive results.
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Most importantly, sellers no longer feel like cogs in a machine – they are strategic advisors there to solve the business challenges of C-suite executives.
- 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 59 words used.
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- Explain why the achievement you have highlighted is unique or significant. If possible compare the achievement to the performance of other players in your industry and/or to the nominee's past performance (up to 250 words):
Total 250 words used.
As you know, if you want to change results, you must first change the mindset and the behaviors. The shift from transactional to value-based selling has created a culture of continuous improvement that extends beyond the sales function.
Equipped with the common language of ValueSelling, the research teams, advisors, analysts and executive counselors now assist with the sales process – in turn, the sales teams are driven to ensure they’ve covered all the bases and come to deal reviews with strong cases for organizational and personal value of the solutions they’re proposing. [REDACTED FOR PUBLICATION]
The mindset and behavioral shift has empowered McLean & Company's sales professionals to realize results they never thought possible. Most importantly, this sales turnaround has fundamentally changed seller experience:
“We do not have boring conversations anymore. It’s exciting to have a business conversation with the C-suite and map out how McLean & Company will have a tremendous impact on the firm and all of their employees.” - Brad Markis, Associate Vice President
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