After getting to know the company and talking to the management and HR teams, we suggested to set up a group of “talents” – people with sustainable sales results, loyal to the company and highly motivated for success.
The second part of our solution was to develop these talents further and give them opportunities for development. We aimed at increasing their motivation by making them the drivers for a strong sales team.
Together with the client we created “Sales academy”: two training cycles of 4 days and a half each. During each cycle we had three interconnected modules (day and a half each). The program had two major goals: to work with the sales people’s attitudes and to promote advanced sales skills.
Each of the training cycles was completed after a practical exam, where the participants demonstrated what they learned and to what extent they acquired the skills. They also received feedback from their direct managers.