Eight DialogCoach scenarios were created based on critical Ecolab sales situations. They captured and embedded proven sales methods and techniques for how to handle each of these situations successfully. Then they piloted the solution with 100 of Ecolab's top sales specialists. Management saw immediate improvement in the reps' ability to deal with these difficult sales situations. Sales managers engaged in live role plays with reps who had used the DialogCoach system. They saw dramatic improvement in their sales skills. According to the VP of Sales, "Comparing the reps sales skills before and after the pilot, the difference was like night and day." DialogCoach generated immediate tangible results out in the field and gained back accounts.

Most importantly, revenues increased significantly (117% increase in sales for DialogCoach- trained reps compared to 13% increase for the control group) when compared to the same quarter of the previous year. Ecolab feels confident that they were able to control all other factors. As to the increased revenues; Ecolab attributes this to the implementation of DialogCoach scenarios.