Apparel & Corporate Workwear case study
Virtual Selling Transformation, Remote Prospecting & National Alignment
The Workwear Group
At a glance
- Client: The Workwear Group
- Industry: Apparel & Corporate Workwear / Uniforms
- Focus: Remote Selling, Virtual Prospecting & Leadership Alignment
- Program: Virtual Instructor-Led Capability Series
Key highlights
Team Reach
30 Salespeople and Sales Leaders trained
Geographic Scope
National rollout across 5 states (QLD, NSW, VIC, SA, WA)
Delivery Model
Virtual Instructor-Led Training
Primary Outcome
New business won and outbound prospecting restored during program delivery
The challenge
The Challenge
When market conditions shifted to fully remote selling overnight, The Workwear Group—a leading provider of apparel and corporate uniforms—needed to maintain sales momentum and protect team morale. Operating nationally across Queensland, New South Wales, Victoria, South Australia, and Western Australia, the SME/Online division needed a consistent sales methodology and commercial language to transition away from traditional in-person selling.
Key Gaps at Engagement
Sudden Shift to Remote Selling
Team members lacked a structured framework for virtual client engagement and cold remote outreach.
National Inconsistency
A distributed national team across five states operating without a unified sales approach.
Stalled New Business Pipeline
Prospecting activity slowed amidst broader commercial uncertainty.
Leadership Alignment Gaps
Leadership struggled to navigate complex commercial conversations without in-person presence.
The approach
The Strategic Approach
Bernadette McClelland delivered a tailored, virtual instructor-led program designed to equip 30 sales professionals and leaders with immediate remote-selling capabilities.
Key Transformation Areas
Virtual Sales Execution
Trained salespeople and leaders in modern virtual selling techniques, remote rapport building, and digital discovery.
Practical Remote Prospecting
Built actionable outbound outreach strategies to restart pipeline momentum during market shifts.
Leadership Reinforcement
Used an external authority voice to unlock difficult leadership discussions and align management messaging.
National Mindset Alignment
Rebuilt commercial confidence and morale across all five regional teams through interactive virtual facilitation.
The results
Results & Tangible Commercial Outcomes
The initiative delivered immediate, practical wins and restored commercial momentum across the national team:
Immediate Deal Wins
Secured new business and generated qualified pipeline directly during the program execution.
Increased Prospecting Activity
Conducted numerous successful prospecting calls across all five state markets.
Unlocked Strategic Discussions
Enabled leadership to address previously stalled internal and client discussions with renewed authority.
Unified National Language
Established a shared, consistent commercial language across the entire national sales force.
Executive testimonial
“
From my perspective as Business Manager, Bernadette added enormous value to the team in helping them sell remotely, with new business and numerous successful prospecting calls resulting.
Feedback from the leadership team was positive as she enabled discussions that had been difficult in gaining traction, without an external voice reinforcing those messages. We welcome engaging Bernadette and SLG again to help build our sales efforts.
Sam Robinson
Business Manager — SME/Online, The Workwear Group
Questions
Frequently asked questions
What challenge did The Workwear Group face?
When selling went fully remote overnight, the national team across five states had no shared remote-selling approach and new business prospecting stalled.
How did Bernadette McClelland help The Workwear Group?
Through a tailored virtual instructor-led program for 30 salespeople and sales leaders, covering virtual selling, remote prospecting and leadership alignment.
What results did The Workwear Group achieve?
New business was won and outbound prospecting restored while the program was still running, across Queensland, New South Wales, Victoria, South Australia and Western Australia.
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