Company Profile

Callaway Golf is the world’s largest manufacturer of golf clubs. It also manufactures and distributes golf balls, putters, apparel, footwear and accessories to golf pro shops and retail stores.

Challenge Faced

Whilst many of their competitors world wide were looking to divest or exit the golf industry, Callaway were keen to invest in out growing the market through innovation in product and business process improvements. In Australia a good sales team was being challenged to become great and lead the industry in value creation for customers.

BIG Solution

Again we spent time in the field to deeply understand the selling context and cultural dimensions of this industry leader. There were a lot of lessons to be learnt from the FMCG companies that needed to be adapted to the golf industry in order to be fit for purpose and relevant for application. Delivering quarterly instalments of training that align to their sales activity calendar has ensured high take up and immediate results from the investment in training.

Outcome Delivered

With the golf industry suffering from low growth globally and disruption from the internet, Callaway has continued to grow and thrive by implementing strong selling disciplines that are customer centric. They have also realised that sustainable improvement in sales capability comes from an ongoing commitment to developing their people long after the initial launch.

BIG Consulting are Callaway’s trusted sales improvement resource.

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