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We have a long term business relationship with the client, which started 5 years ago. During that time we have been involved in a number of personal development and management programmes, and have designed a suite of blended solution programmes. When the salesforce development project was being specified we introduced our specialist sales development team to the project, who subsequently have become the training partner to develop and deliver the programmes.
What have we developed?
It was clear that a programme with a number of different elements was required, to address the needs of their key sales staff;
- Territory salespeople
- Key Account Managers
- Inside sales staff
- Distributor Managers
- Sales Managers
The foundation is the "core selling skills" programme as this reinforces the overall sales culture as well as developing fundamental sales/ business skills. From this, and using the same core principles, as the territory managers progress either into key accounts or distributor management, they attend specialist programmes focused to their specific roles. Modules relevant to all roles [e.g. negotiation, presentation skills] have also been developed.
Based on our Sales Effectiveness Learning Ladder (SELL), we have developed a suite of training programmes which includes;
- Core Selling Skills
- Inside Sales
- Distributor Management
- Coaching for Sales Managers
- Negotiation Skills
Plus more generic modules, such as;
- Presentation Skills
- Performance Appraisal
- Managing Change
- Relationship Management & Interpersonal Skills
Recognising that the SALES MANAGERS were key in driving the application of the training back in the field, they have been involved in all development, and have attended specialist coaching workshops - to enable them to continue development in the field, reinforcing the key principles learned in the classroom.
What has been our approach?
This has been to develop relationships not just with the Learning/ Development community, but with sales management across Europe, at all levels from Vice President Sales to local Area Managers.
One of the keys to the success has been their ownership, and their realisation that it was not our intention to "sell" numerous training days, but to put the programmes in place for them to ultimately deliver themselves.
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