Perfecting performance for a medical device manufacturer

BMS Progress
Improve Performance, Progress Careers

Helping an already dominant brand reach new heights

Timesco, a leading name in the medical device manufacturing world, relied on us to help enhance their sales team’s performance and measure it accurately. We went one step further, and embedded learning into their culture…


A chief provider to the NHS as well as the private sector, family business Timesco have more than 50 years of clinical experience to their name. They’re the UK’s premier manufacturer of medical devices used for the likes of anaesthesia, surgery and podiatry throughout primary care.

Why did they reach out to BMS Progress.

The company reached out to BMS Progress because they needed to redefine how their sales team worked – enhancing competence across the board, and putting the tools in place to analyse performance for continuous improvement.

"It was a pleasure to work with the team at Timesco; they were engaged, collaborative and enthusiastic throughout the design and delivery process. We were able to design the content specifically for the NHS and acute surgical environment, using real-life scenarios and activities. The team found the training to be insightful and practical, we look forward to seeing the application of the new process."

David Bill
Director, BMS Progress
BMS Progress - The challenge

The Objectives

Timesco sought out BMS Progress because they realised that, in order to achieve their sales performance ambitions, they would need to focus on developing their salespeople and performance.

To develop best-in-class salespeople

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.

To measure sales performance

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.

BMS Progress - The solution

The Solution

To get to the root of Timesco’s training needs, we performed a programme of field observations to pinpoint their clinical and commercial opportunities.


Each sales manager participated in a series of workshops we designed, all focused around consultative selling, account management and negotiation skills, and coaching.

Process design and strategy

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.

BMS Progress - The result

The Result

Our bespoke training delivered a number of positive outcomes.

Enhanced competence

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.

Accurate measurements

We developed a matrix which empowered managers to successfully measure and report on sales performance.

How can BMS Progress help you?

Want to find out more? Whether it’s about a specific programme,  apprenticeship standard or just about us and how we work, our team is always on hand to help. Simply get in touch using the button below and we will endeavour to answer your questions.

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