Case Study: Ansell Achieves Higher Sales Productivity and Market Share with DSG

Differentiating as a Solution Provider in a Hyper Competitive Market

Ansell’s industrial division, which manufactures occupational gloves for a range of heavy industry customers, was facing rising competitive pressure, falling prices, and the need to move beyond a product-only sales approach. To strengthen its market position, Ansell worked with DSG to become a more strategic solution provider and partner to customers.

DSG implemented a broad sales transformation covering solution selling processes, sales management coaching, talent development, global account strategy, and change management. The result was a more customer-focused sales organization with improved productivity and satisfaction, and Ansell’s industrial division grew from the largest division to the most profitable, while also increasing market share and aligning its sales environment around customer value.

Ansell

Bob Gaither

Vice President