MaxSale Solutions took the time to understand our business and objectives to create bespoke sales training and development plans around our needs. The outcomes have been fantastic.
Due to the high sales recruitment drive in 2014 / 2015 Gulf Finance required a sales training program to develop their Sales Managers into Sales Coaches / Leaders to ensure the constant development of the team.
MaxSale Solutions developed a bespoke sales training and development program which involved understanding the business, identifying key sales drivers and building a workshop that included coaching skills that the leaders could take on board with the day to day work immediately after the program. We also included post workshop Live Sales Coaching observation and feedback sessions to further develop each leader on a one to one basis.
All sales staff now have regular one to ones with their direct manager to stay very focused on the immediate and future goals, along with their now career development. The major success of these sales training sessions has resulted in a very substantial growth in key sales activity.
Pacman-CCL identified that they believed they could make their sales team more productive during their hours at work. It was felt that although they were getting in front of customers, more revenue could be generated if they were to spend more time on activities that linked to revenue achievement.
MaxSale Solutions developed a Sales Process workshop which assisted each sales person to understand how they can stay focused on Activities that generate revenue rather than letting reactive actions allow them to often ‘drift’ through the day. The sales training ensured that not only was a ‘Sales Process’, developed but also some Key Performance Indicators and an Opportunity Pipeline.
With the visibility that resulted from the workshop, every sales person now holds themselves accountable for all of their time they spend during the working day. This is helping them stay focused on the key activities and is driving productivity forward. It is also allowing management to identify key areas that a sales person would require development.
At Spraying Systems, the commercial team is made up of Sales Technicians due to the technical aspect of their business. Although they were very strong in the areas of their products and how it can help their customers, their management felt that they could improve on their selling skills.
MaxSale Solutions developed a sales training and development program where we would understand their business and become more aware of the solutions that Spraying Systems offer their clients. We built this in to a highly interactive workshop using custom made examples of their industry. At the end of the workshop we developed tools to ensure each team member could easily practice all of the skills and techniques they took on board.
Now the Sales technicians at Spraying Systems use a Questioning Technique (Probing) that allows them to identify more about the client’s business and the impact their products and services have that creates further value. This in turn has improve their conversion ratio.
MapToMedia has developed a highly successful digital media business mainly from bringing on board new clients. However, they felt there was a further opportunity in getting their existing clients to buy more from them and they believed that having an outside assistance come into their business would be of value.
MaxSale Solutions designed a program that would assist MapToMedia to identify certain commercial methods to encourage customers to renew their annual contracts while also introducing new products and services. This resulted in bite sized workshops and follow up activity as the program was delivered over a period of time.
With the sales team having shifted their focus to also include Account Management, the number of client renewals has increased in addition to the number of products / services per client.
Peter Drummond - Head of Commercial Finance
Johnson Alexander - Director - Human Resources & QHSE
Nicholas Cully - Director – Head of Business Development
Fadi Alameddine - Director – Middle East
Renoir Mazarello - Group Sales Manager
Anders Kargaard - Managing Director
