Irrigation & Hardware Manufacturing case study
Accelerating Sales Velocity, Account Displacement & Unified Messaging
Rain Bird Australia
At a glance
- Client: Rain Bird Australia
- Industry: Irrigation Hardware & Software Manufacturing
- Focus: Commercial Alignment, Qualification & Field Coaching
- Program: Transformational Sales Acceleration & Field Accompaniment
- Decision Addressed: Understanding → Faster Buyer Decisions
The challenge
The Challenge
Rain Bird Australia—a global leader in irrigation hardware and software—needed to streamline its commercial messaging across a blended sales force of new hires and seasoned veterans. The team needed an agile, highly relevant framework to align two distinct business divisions (Golf and Municipal/Councils), shorten deal cycles, and establish the sales team as trusted industry advisors.
The approach
The Strategic Approach
Bernadette McClelland delivered a transformational program combining structured workshops, personalized 1-on-1 coaching, and hands-on field accompaniment.
Key Transformation Areas
Cross-Division Alignment
Unified the Golf and Council sales teams around a consistent commercial narrative.
Accelerated Deal Velocity
Installed qualification frameworks designed to create buyer urgency and shorten time to market.
Advisory Positioning
Shifted salespeople from product vendors to respected, high-value industry resources.
Field-Level Execution
Accompanied salespeople into real commercial environments to embed behaviors on live deals.
The results
Results & Immediate Commercial Wins
The engagement generated immediate, high-stakes competitive displacements and strategic presentation shifts:
Competitor Displacement
A team member applied the new qualification methodology to successfully displace a primary competitor from a major key account.
Immediate Deal Trajectory Shift
Another salesperson restructured his entire presentation framework mid-cycle, immediately becoming the front-runner for a massive enterprise project.
Universal Team Buy-In
Bridged the gap between new reps and veteran “old heads,” earning high praise across all tenure levels.
Executive testimonial
“
Even the old heads enjoyed the training saying it was one of the best they had attended, that it was beneficial and enlightening. Nobody said they ‘had heard it before’ or ‘it was a waste of time’.
Socrates Cromdos
National Sales Manager, Rain Bird Australia
Questions
Frequently asked questions
What challenge did Rain Bird Australia face?
Rain Bird needed consistent messaging across new and experienced sellers, alignment between its Golf and Municipal divisions, and shorter deal cycles.
How did Bernadette McClelland help Rain Bird Australia?
Through workshops, one-to-one coaching and field accompaniment on live deals, plus qualification frameworks that create buyer urgency.
What results did Rain Bird Australia achieve?
A team member used the new qualification approach to displace a primary competitor from a major key account, and deal trajectories improved straight away.
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