Overview: "New Kid" vs "The Big Guys" The Situation: A company in the Diabetic Management Device segment of the Health Care market, specifically selling diabetic glucose monitoring meters and strips. Market Size: $2.6B growing at 18%/year. Our Client is the "new kid" in the market and had to grow against very tough established competitors. CGWA Performance Solution: What CGWA did with the Sales Team    1. Determined Best Practices in the Field    2. Sales Process and Tools Workshop    3. Consultative Selling Workshop    4. Reaching Quality Agreements Workshop    5. Selling the Co-Brand in a Leveraged Sales Environment    6. Follow-up Workshops at National Sales Meetings With the Leadership Team    1. Initial Sales Leaderships and Coaching Workshop    2. One-On-One Coaching In The Field Over 9 Months    3. Advanced Coaching Workshop    4. Strategic Planning Workshop    5. Sales Process and Planning (with both National Accounts and National Sales Teams) Workshop    6. Strategic Planning Consulting with Senior Sales Management Team and CEO The Results: Client sales revenue when project initiated in Aug-99, $40 Million/year. Sales Revenue in Feb-01, $120 Million/year, a 7% increase in market share. Increased sales channels from one to four - Went from direct sales to leveraged sales