The Challenge
With a growing demand to help more customers within the Czech Republic, there has been an increased need for sales representation. A strategic decision was made to partner with a second company to cover the Eastern region of the country, therefore the new team required sales-specific training.
The aim of this training was for the team to understand the company ethos, the history of the brands and to be able to emotionally convey the heritage and story of the products. In addition, the new team members had to be able to identify the brand differences, including how to position each of them to different prospective customers.
The Solution
Excelsior was invited to create a two-day training schedule that would enable the learners to differentiate between the brands, the product ranges and the individual products.The focus was to be on the learners’ understanding of the individual brands, lines and products to be able to identify which would suit each customer. They then had to be able to describe and position the products to demonstrate to the customer that this was the correct solution for them.
The Result
The learners all experienced an enjoyable, informative and hands-on/practical session where they could explore the product and work on real life customer case studies to demonstrate their learnings.At the end of the two days, attendees were able to correctly identify their customers, show how the customer could relate to the products and demonstrate how the products could help support and develop the customers’ business
We have known Keith and Chris for several years and always enjoyed working with them.
It’s only August and we have already completed three projects with Excelsior this year. Each time, we have been extremely pleased with their ability to understand our needs, who our customers are, and ensure we achieve our desired outcomes.
Excelsior continue to work with us to create an effective strategy from which they develop educational content appropriate for our audience. Excelsior consistently deliver an outstanding, engaging experience, helping the learner understand the materials, whilst providing them with the opportunity to demonstrate their knowledge and development.
We look forward to working with the Excelsior team again as we advance and ultimately grow our business with them as our education solutions partner.
— TOMÁŠ FOŠENBAUER,
COUNTRY MANAGER AT CZECH FITNESS GROUP/ LIFE FITNESS CZ
