In a challenging and very competitive retail market, there was some uncertainty from the client as to whether the investment in a sales training programme would deliver results.
The senior team agreed that there was a real need to improve the selling skills of the Account Team and that in this retail environment, ensuring the team were maximising their skills and developing key relationships was critical to the long term success of the organisation.
The project was signed off! This was because the project sponsor clearly understood the real benefits of working with Pursuit NHA, which were the ability to positively challenge the existing sales process and work with them to build a more effective commercial approach.
The team gained a better understanding of the challenges and threats to UK retailers and how they could work together to drive sales in a declining market.
During the workshops, we agreed with the Sales Team:
- A common approach to Account Planning in order to plan and execute promotional activity more effectively
- A rigorous call structure in order to maximise all opportunities within the customer call
- How effective question techniques can increase their understanding of the commercial and personal needs of the retailer
The team started to work as an “expert” in the retail environment giving commercial advice to their accounts and driving sales through a “total account management” process – a clear point of difference to the competition.