Sales Training Consultants
Performance Through People
SALES TRAINING - CASE STUDY 4
- Developing New Sales Talent From Outside The IT Industry
Our consultant took the role of the Leader/Mentor for the Sales Academy, program bringing new non-industry sales and management people into a rapidly expanding technology company. Working into the European board of a global communications company, they developed and delivered the Sales Academy concept. This recruited bright graduates who were already successful sales people, but not from the communications industry, and trained them to perform in this strong industry.
However, this was not technical tutoring but applying technology to customer business drivers using both on and off the job tuition with team assignments. The program ran over six months with a one-week long workshop every month, and team assignments to be worked on during the intervening periods. The finale of the program was team presentation to members of the European board focusing on the sales strategy for a live customer or prospect.
The program was tremendously successful and the graduates from the academy quickly made significant contributions to revenues and were greatly in demand within the company.
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