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.
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.
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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