Sales, Growth & Productivity

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Sales team development

When we work on sales development we think of it not as a training programme, but a change programme…

… not just developing skills but changing the way your whole sales team thinks, behaves and operates.

In order to increase productivity and reposition your company in the minds of your customers, profound change is involved – you can’t go on doing what you have always done and expect continuing returns. Both managers and sales people need to adopt new ways of working – not just as a short-term fix, but as a habit.

We believe that a conventional sales training approach will not bring about the sustainable change that is required, so we have developed a new approach based on our team’s combined years of experience in sales management and people development.

Important elements of our approach

Our programmes are always tailored to your organisation, but these are some of the common elements:

• Focus on the sales people and accounts with the greatest potential
• Initial skill assessment to create awareness and start the learning process
• Explaining the big picture to the participants so they are willing to raise their game and set stretching objectives
• Developing managers to act as champions and coaches – using a combination of 360 degree feedback, team workshops and ongoing coaching
• Short, focused workshops for sales people to inject new skills and ways of thinking – including practical work applying the new methods to selected accounts
• Ongoing reinforcement through coaching, account review sessions and sales accompaniments to make sure the new methodology becomes a ‘habit’
• Regular ‘Programme Learning Groups’ with senior managers to guide the programme, address any barriers to sales success, and review actual results against the agreed programme measures
• Clear business measures and accountability for everyone involved. We start by defining business objectives and end with a final celebration session where participants present the business returns they have achieved personally as a result of the programme.

All of this results in a high degree of buy-in for the change and long term, sustainable improvements in sales team productivity.