Case Studies

Aug-Oct 2006 (7 weeks, 3 days in the first week followed by just one day per week)

A fast-growing conceptual leader in e-procurement with a clever market positioning and a sudden, dramatic need to build a new sales team, virtually from scratch.

headline results:
Sales uplift over 900% from £12k a month to over £115k.

Sales value shifted towards premium services and more ambitious approaches.

Permanent professional team created within two months. Platform put in place for new Sales Manager to hit the ground running.

scenario:
The sales team of 20 had no sales manager as it took 6 weeks to recruit one.

20 new graduate sales "virgins" were rapidly appointed, to be thrown to the lions unless they could quickly be given a clear focus. They had no experience and the usual sporadic and desperate motivation that novices bring to telesales.

solution:
Immediate assessment of the challenges, followed by…

Ultra intensive telesales training followed by 6 weeks of individual coaching, lifting a time-consuming problem from the company management and delivering superb results in an incredibly short time.

Effectively, each individual received no more than 30 minutes coaching per week and the best performers achieved truly staggering sales results.

The cost-effective solution involved just three days of trainer engagement plus one day of coaching for the following six weeks It delivered the nucleus of a strong permanent sales engine on which to base rapid business expansion.

their opinion:

"Ross carried out a excellent job, in not only training the sales team, but more importantly gave them the initial focus through coaching, whilst we sought and appointed a sales manager. This focus kept the team together, and week on week significantly increased not only the number of sales but the value as well."

sales management training