Sales Training. Nurturing the UK s best sales talent!

Transcription

1 Sales Training Nurturing the UK s best sales talent!

2 What s different about our approach? We don t deliver generic sales training - all training/coaching is delivered against your specific business objectives All training/coaching is tailored to our clients requirements i.e. we make it relevant to your business Measurable outcomes are agreed up front and ROI points identified All training/coaching events will have workable action plans and follow up Our research has found training can increase employee retention by 18%!

3 Motivational Kick-off Meetings! Whether you re looking to get your sales team off to the best possible start to the year or want to give them a mid-year boost we can deliver. Our keynote speaker, Apprentice Winner Lee McQueen, will deliver an inspirational and passionate session. Not only talking about his experience on The Apprentice, but what it takes to be successful within a competitive environment. This can be tailored to cover specific objectives relating to your business!

4 Sales Healthcheck All businesses are dependent upon the effective performance of their sales force, but sometimes our sales performance isn t what it needs to be this is where we can help. By spending time with your current business leaders and the team, we will help assess and understand what is, or more important what isn t, happening in your current sales set up. We can identify specific improvements required to re-focus the team and create a full recovery plan to get everyone back on track.

5 Delivering Against Objectives Whether we re delivering classroom or 1:1 coaching; in order for any training event to be successful, it s critical that we take the time to understand the barriers to effective performance. Our coaches will spend time with you to agree workable and measurable outcomes and will deliver relevant content wherever possible. Pre and post course evaluation and assessment is an essential part of getting it right and we work hard to deliver objective training which has real value at individual, operational and organisational level.

6 Coaching and/or Mentoring Invest in your star performers today and see faster achievement of sales targets, improved effectiveness and enhanced motivation and confidence. We provide bespoke 1:1 mentoring or coaching programmes to help individuals create their goals, hit their targets and deliver in their role. This is delivered in 3 x 90 minute sessions over a 3-month period or as agreed with client. This can be a viable alternative to classroom-based training and develops individuals at all levels.

7 Open Course Schedule Our sales training is available to everyone, so if you only have 1 or 2 sales people you want to train, have a look at our schedule of open courses. Pre and post evaluation will be carried out to ensure that all training objectives are aligned. This can be an excellent way of gaining knowledge from other parties and sharing best practice. On the following pages are just a few of our headline courses. If you don t see what you re looking for, our coaches will discuss our full offering in a free of charge consultation.

8 OPEN COURSE SCHEDULE RTA BOOTCAMP Our Flagship course: 5 days in a classroom environment covering the fundamentals of sales Whether you are looking to train new sales recruits or current staff are in need of a motivating refresher to get them all going in the right direction this is the course for you. Looking at all aspects of the sales cycle, this is an intensive course that will give a huge boost to their sales careers. It is an interactive programme with energetic exercises and gives delegates a chance to develop core skills. It also includes homework. Certificates are awarded on successful completion.

9 OPEN COURSE SCHEDULE CLIENT PROFILING Does your sales team have a clear idea of what their ideal client should look like? How much time and money do they spend chasing unqualified leads/organisations who invariably never buy? This course is aimed at ensuring the sales team: Know who their target audience is before they pick up the phone Knowing who their competitors are and how to sell against them Developing passion for your product/service by understanding how to sell benefits Live phone-coaching session

10 OPEN COURSE SCHEDULE OTHER COURSES INCLUDE: Face to face sales meetings and presentation skills Advanced Negotiation Skills Advanced Influencing Skills Spin Selling If you would like to know more we can arrange a free of charge consultation to talk about our full service offering.

11 Contact & Connect e w info@rawtalentacademy.com i linkedin.com/company/raw-talent-academy f facebook.com/rawtalentacademy RAW TALENT ACADEMY LLP Couching House, 41 Couching Street Watlington, Oxfordshire, OX49 5PX T: +44 (0) info@rawtalentacademy.com

12 1 2 THE CHALLENGE Case Study THE SOLUTION The first Academy in August 2012 resulted in 4 Territory Managers being taken on with Raw Talent Academy delivering a bespoke 12-modular coaching programme including a 5-day Bootcamp covering the fundamentals of sales. The Bootcamp was delivered in parallel with specialist product training from OKM and was vital as 3 of the new recruits had no previous sales experience. This was followed by a further 7 modules on a monthly basis as well as a supportive coaching approach. The results were good with all recruits integrated into the business effectively, enabling them to make significant progress within their first full year. In 2012 Olympus KeyMed (OKM), an international leader in the manufacture and supply of specialised medical and industrial equipment, had been experiencing inconsistencies with the success of their previous recruitment processes and were finding it increasingly difficult to source, recruit and retain sufficiently qualified sales staff. There was a legacy of graduate recruitment and substantial investment was being made with a lower than expected return on investment. Raw Talent Academy approached OKM to talk about their recruitment model. OKM were familiar with the assessment type recruitment process and had used competitor models, but were interested in trying Raw Talent Academy s innovative process with access to a wider talent-pool. Raw Talent Academy were engaged to source 4 Territory Managers. The success of the whole Academy process sourcing, audition day and training has resulted in a strong partnership between Raw Talent Academy & OKM that has seen a further 13 academies completed with a total of 66 offers made to candidates who have since joined the business. The training programme has been completed on a rolling basis and in conjunction with regular feedback from National Sales Managers. 3THE RESULT THIS WRAPAROUND SERVICE OFFERING HAS BEEN SUCCESSFUL IN 3 KEY AREAS: 1. SUCCESSFUL INTEGRATION AND PERFORMANCE 2. IMPROVED STAFF RETENTION AND ON-BOARDING 3. EMPLOYEE ENGAGEMENT Following this success, OKM wanted to roll-out a similar training programme to their more experienced Territory Managers this has provided a cohesive and consistent sales approach across the business. As this was an extensive programme, we are now undergoing the assessment and evaluation part of the process to monitor improvement at individual, operational and organisational level. This programme has also been extended to the Industrial and Microscopy divisions (SSBG) who have also completed the TM Advanced Programme.