Our client wanted to up skill the commercial competence of their entire sales team, putting them at the very highest level and echoing the progression of their business.
The company also needed to be able to accurately and objectively measure sales performance – ensuring they have insights to act upon and can reach the above goal.
Each sales manager participated in a series of workshops we designed, all focused around consultative selling, account management and negotiation skills, and coaching.
We crafted a bespoke sales process for Timesco’s product value proposition, as well as a territory strategy for account management and prospect development. What’s more, we built and implemented a TKI model negotiating process with trading variables.
A better structure resulted in improved confidence and consistency in their sales team. Timesco developed a coaching culture too, enabling their leaders to embed and reinforce learnings.
We developed a matrix which empowered managers to successfully measure and report on sales performance.
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