building better businesses

We specialise in Sales and Business Development…

Results

• The client believes the programme resulted in a 10% improvement in sales in the year following the launch.
• The programme has been adopted globally by the client organisation as a result of the impact achieved and resulted in the appointment of a Director with responsibility for global roll-out and continuous development.

Objectives

• Increase sales force efficiency by improving focus on key business drivers for an audience of 60 key sales managers across Europe.
• Link specific sales activities to key business targets and identify skills required to improve performance.

The Project:

• Put in place Personal Development Plans based upon individual Training Needs Analysis, including evaluating the sales person in front of the customer.
• Conducted a computerised analysis of aggregate training needs to focus the programme design on common training requirements.
• Identified ‘core’ strategic thrusts, i.e. those activities which all sales people should be performing in order to strengthen the total business performance.
• Generated a list of additional activities, to accommodate variances in product portfolio and the status of the account. From this list 4-5 additional activities were selected for each account to provide focus during the next budget period, in addition to the core activities.
• Produced support documentation and training material for the programme, including writing and producing a 25 minute coaching video.
• Trained managers on how to train coach and develop their teams in using the new system.
• Monitored implementation so as to ensure smooth adoption as the programme as it was rolled out.