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Our situation.
After some investigation on the market for sales training, I was
presented for a special trainings concept from SalesPartners, where the
goal was to improve the sales skills of our salespeople and sales
managers.
We earlier had a sceptic for external consultants, because we felt that
we had a strong internal sales training based on a Nordic level for new
sales persons.
Furthermore we have a very special sales process, since we’re a
publisher company with an aimed B-T-C sales process, which means that
most consultants companies do not have the required experience on that
field.
When we meet SalesPartners & Michael Hove, we were convinced that they
had a useful concept, which we could use to improve the skills of our
sales persons and sales managers.
After some initial constructive meetings end 2003, we decided that
SalesPartners should be the first external consultant company in our
history, which was base don their Train the trainer tool, which should
give us new know how and ideas for value add to our sales process.
Furthermore we now had an internal tool for new salespersons in the
future.
The course.
We started up in the beginning of 2004 with a train the trainer session
for all our sales managers leaded by Michael Hove. The basic idea was
that our sales managers, who had the product, customer and sales process
knowledge, should lead our own internal trainings after a one day
start-up course.
Everyone was positive after the start-up course, and we then planned 6
internal 3 hour session every 4’Th week during the next 6 months. In
this way we could combine the training with a follow up 4 weeks later to
discuss best practise.
In the middle of the sessions the Danish government decided that a new
law where it was illegal to contact our potential clients, without an
initial agreement by phone. Earlier we could just knock on the door, the
old Canvas way.
I contacted SalesPartners/Michael Hove and explained him about the
situation and also our time lack in order to be ready with a new concept
within 1 month. Besides their Train the Trainer concept, SalesPartners
has several tools in order to improve the sales process hereby a phone
concept for booking appointments.
We arranged a fast meeting in early August 2004, based on a total new
sales process and hereby new requirements for our internal sales
training. The new sales process now had to include a meeting booking
process, which meant that a new concept was developed for my 15
salespersons and sales managers. We launched the concept the 5/10-2004,
with high expectations but also with some worry about the new situation.
The course was based on a 2 day concept, where training was combined
with live meeting booking where Michael Hove was coaching each
salesperson.
After 2 days and 7 hour’s intensive booking at the phone we got the
result which was 305 open agreements, which meant an average of 20
appointments per sales person. We were very delighted since we solved
the puzzle about our future sales process.
Evaluation.
Bertmark and I have been very satisfied with our cooperation with
SalesPartners and Michael Hove, which succeeded to create a foundation
and tool for our future sales process. Both courses exceeded our
expectations, and added a lot of value to our sales process and each
salesperson. Michael managed to create a genuine respect with our sales
managers, and every single salesperson, which participated in the course
only have positive results and experience with the tool we got from
SalesPartners/Michael Hove.
Finally I can only recommend SalesPartners to everyone who looks for a
partner to increase their turnover and bottom line.
Best regards
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