The Challenge
In a competitive market space sales teams are reliant on more than being able to provide discounts to win deals. The fine balance between having appropriate levels of knowledge and skills, means that sales personnel need consistently upskilling to remain competitive.
With a view to improving sales success, the senior leadership team at Delta recognised that with a relatively junior team, support and insight into relationship building, pipeline management and partnership development would be of great value.
The Solution
The team at Excelsior were commissioned to create and deliver a hybrid sales training process, which included a mixture of digital, virtual and in-person training.
The focus was on the following subject matters:
· Exploring emotional intelligence
· Thinking from the customers perspective
· Pipeline management
· Researching your customer
· Preparing for customer meetings
· Asking the right questions
The Result
In the build-up to the virtual training the learners were able to access the digital education on a personalised learnM site. This enabled the focus of the virtual training to be on facilitating creative thinking and helping the learners explore how they can best apply the information, into their own market space.
Post virtual learning included further digital education to support the attendees on their journey, with a plan to embed the in-person learning in the following months.
Having worked with Chris for almost a decade, when we required sales training, he was our first point of call. Having seen Chris deliver, many times on behalf of Cybex and Life Fitness we were confident in his abilities to create a positive, engaging and purposeful learning experience.
As we know Chris understands our business and our offering, it was easy to work with him on the education and training roadmap, aims/ outcomes. The Excelsior team then executed on their promise to deliver both the digital aspect on our own learnM site, before delivering 4 interactive virtual sessions.
In the coming months, we are looking forward to having Chris come out to conclude the learning journey, delivering the in-person part of the programme where our teams will be challenged with case studies and role play activities.
