Sales Training

Client requirement

Air Charter Service required their own in-house bespoke sales training programme for its world-wide team of charter specialists. The intensive two-day programme needed to focus on key skills of participants who attend from offices in North America, South America, Europe, CIS, the Middle East, Africa and Asia.

Solution

Righttrack developed the Air Charter course by drawing on its experience of selling high value products and services to consumer and business clients. In particular the scenarios and role-plays were developed to reflect the work experience of delegates. To improve closing rates an additional Closing Skills programme was developed in consultation with Air Charter Service founder and Chairman.

Result

The client now offers industry-leading Sales training for all staff. Air Charter Service commission Righttrack to run the programmes for UK and overseas branch staff. The impact on the effectiveness of the sales teams is significant and reflects in the strong closing rates and business performance as Air Charter Service achieves revenues of over $300m a year.

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DAKS

Design, manufacture and retail of tailored garments

Client requirement

The client requirement was to further develop the sales skills of a group of experienced, retail sales representatives who had been selected to launch and promote a new and exclusive product range within DAKS stores.

The client was keen that the programme learning explored how to deal with high end clients and how to provide service excellence for any buyer visiting a store.

Solution

The initial research enabled the trainer to understand the existing skills of delegates, to appreciate the new product range and identify the target audience. Righttrack worked closely with the client to ensure all programme content was innovative, appropriate to the product and in line with the company’s mission, vision and values.

The content focussed on developing delegates’ understanding of communication, selling skills and different buyers’ behaviours. All activity centred around the exclusive merchandise giving delegates a hands-on feel for the products they were due to launch and promote. The programme was practical, fun and included plenty of role-play.

Result

The new, exclusive product line was launched to new and existing clients by a confident and prepared team. When evaluated, delegates who attended the programme were more self-assured in their ability to deal with customers, tailoring their approach to meet the different behaviours of the clients. This personalised the service to be more appropriate to the needs of different buyers.

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Client requirement

The client required an increase in the effectiveness of the sales team; development of the sales managers was seen as pivotal in achieving this. Although equipped with excellent sales skills, managers lacked formal development in specific sales management skills. Training was sought to improve performance management, team motivation, attrition and team work.

Solution

A bespoke programme was prepared against the client management competency framework and implemented as three modules: The Role of the Sales Manager; Increasing Results through Effective Performance Management; and Leading Others. Each module was linked with a practical work based assignment designed to aid the transfer of learning from the training room to the workplace.

Result

Results were measured on the outcomes of the assignments which were evaluated against improvements in organisational key performance indicators as well as by assessment against management competencies. Results showed that sales managers were more in tune with company strategies, increasing the achievement of sales targets and evaluating performance throughout.

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Design, manufacture and retail of kitchens

Client requirement

Initially Righttrack worked with this well known high street organisation to design and implement a bespoke ‘Meet & Greet’ Sales Development programme for Magnet’s retail stores. To ensure that the objectives of the Meet and Greet project were realised, the company needed to develop the sales management skills of the regional and branch retail sales managers.

Solution

Righttrack designed a bespoke Sales Management Development programme with two key objectives. Firstly, to development performance management, communication and coaching skills of the sales management population, and secondly, to make specific links to the ‘Meet & Greet’ Sales programme and processes, which all sales staff and managers had attended.

Result

Both learning interventions resulted in a more joined up approach to sales development, monitoring of sales performance and general performance management of sales individuals and teams. The managers were able to use the skills and performance management processes to increase market share, develop their sales capability and ensure the sales force was dynamic.

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Client requirement

Mainline is the leading Everything Everywhere Mobile Phone distributor to dealerships serving both consumer and business channels. The skills of its sales and customer service teams are fundamental in providing an outstanding service. The company requires provision of specifically prepared in-house training from specialist sales consultants to match shifting market needs and to complement that available from the Network Operators.

Solution

After 10 years Mainline continues to retain Righttrack’s sales consultancy specialists to design bespoke solutions to its evolving training needs. Currently this includes Sales Account Management, Sales Master Class and Advanced Presentation Skills workshops presented specifically for selected teams. Facilitated by subject specialists each workshop focuses on the development needs of course participants to deliver improved business performance.

Result

Mainline’s Human Resources Manager says ‘We like the fact that Righttrack knows and understands our business, culture, environment and industry and tailors training programmes that take full account of these. Training, delivered in this way, becomes much more meaningful to our team(s) and is always appreciated. Feedback from our team plays a huge part in dictating who we use and this is why Righttrack is always at the forefront of our minds when we address training and development needs throughout our business.’

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