Change - Sales Team Training
Client
Project
Business, Background & Objectives
Having experienced rapid growth as a company, Colosseum’s sales team had expanded rapidly to several times its original size. With new sales people now outnumbering the original team, very careful work had to be done defining sales strategy.
Developing the sales team
In Detail
The project to develop the sales team was based on three steps:
1) Training of sales skills for salespeople
2) Training of leadership skills for the leaders of the sales teams
3) Workshops for real teams, putting together the previous two steps and connecting the new skill set with the real situation in the company and at the market.
The sales skills were presented in the context of consultative selling, not only reflecting the type of services Colosseum provides, but also creating a considerable competitive advantage in their current market. This was a necessary step towards the next level of sales competence, the plan being to buy-in a facilitation course in the future.
The Result
In the month following the training, the sales team achieved a measurable growth in sales (although we would like to take all the credit, the amazing growth of 25% was the result of both this project and several other favourable influences). The managers of Colosseum are planning future development activities as a basis for the further expansion of the sales department. The intensive training started a very healthy, though painful, process of resolution of personal issues between team members, which in the long run supported the use of the newly acquired skills.