Business Development Skills |
Benefits
- Build closer relationships with clients
- Develop a more focused approach to business development
Issue
The managers of our client`s internal sales team had established a new team of people whose role was to identify and exploit business opportunities through regenerating lukewarm leads. Commercial success depended on building closer relationships with clients. New and less experienced recruits needed help with this as well as with developing the skills to exploit sales opportunities.
Our approach
Our consultant discussed each team member`s concerns to establish individual training needs and gain trust. A manager - who had a good relationship with the team - co-tutored the programme, enhancing the credibility of the training and providing additional support to participants between sessions. Three separate sessions covered influencing, empathy and relationship building by phone. Sessions were delivered 2 weeks apart and off-site, allowing participants to build their conference in a `safe` environment. Following each day`s training, line managers were asked to assess participants’ performance against the relevant competencies. This assessment was used to guide follow up coaching for each participant.
The outcome
Participants increased their confidence levels and developed a sharper focus in their outbound calling - resulting in improved response and sales. Team morale was enhanced and our client had developed an effective training and development programme to be rolled out to other sales teams as required.
Talk to us about how we can tailor such a programme to suit your organisation.
Call +44 (0)20 8371 7017 or complete our online enquiry form.
