£2m+ new opportunities added to the pipeline
Confidence levels in the sales team improved significantly in support of senior level customer engagement
Account plans / strategy were deployed much faster than previously
Senior leaders “walked in customer shoes” as they participated in the program
The client issue
As a key driver for growth through large complex opportunities it was essential that the client was able to broaden their contact strategy
The client needed to increase the capability of the sales and business development teams to reach higher and wider contacts in their accounts to realise this strategy.
We developed a bespoke “role play” program across sales and business development teams.
Role play scenarios were developed to closely reflect the clients target market
Senior executives were coached as “customers” and the sales teams were given support on key skills.
Hundreds of meetings took place across the organisation between sales and executives.
A fully documented set of role play calls for both sales teams and executives.
Coaching and support to the sales managers and executives (giving effective feedback)