Our client sought to create a more formal, structured sales process to harmonise the various teams across the entire business. This would in turn enable them to measure and evaluate sales performance.
Their other ambition was to develop a questioning model to help the sales team act as advisors to customers, successfully establishing their needs and more effectively presenting value propositions.
We developed a bespoke leadership programme to specifically focus on building better planning, coaching and team management skills.
These involved group teaching, discussions and practical exercises such as client meeting role play. We introduced the ‘SECURE’ sales model, specially designed for Stanley security. It focuses on planning and research, consultative questioning, customer engagement, overcoming resistance, and defining a unique value proposition.
Follow-up sessions allowed for both managers and team members to offer feedback on their development. They also get the opportunity to explore any remaining challenges whilst reinforcing the key skills learnt.
The emphasis on structure and realistic targets resulted in a higher number of leads and reduced conversion times. It’s also proved crucial to the sales team securing higher-value deals, including some worth more than £100,000.
Through the questioning model, Stanley Security's teams are now successfully establishing expectations and needs before offering the correct solution to customers.
The training programme has been incredibly well-received, and is now common language throughout the business.
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