The Catalyst

Our Client is a leading provider of UK hospitality. As part of their expansion they had step-changed their capability to provide world leading hospitality experiences. They now needed to deliver the sales to match the demand.

On undertaking a piece of insight work we identified 3 specific issues:
  • A sales team who was good at handling existing business but hadn’t focused on new business
  • A group of people focused on the outputs (sales) rather than inputs (skills, behaviours , quality of relationships
  • A need for senior managers to support and challenge their team through coaching
On undertaking a piece of insight work we identified 3 specific issues:
  • A sales team who was good at handling existing business but hadn’t focused on new business
  • A group of people focused on the outputs (sales) rather than inputs (skills, behaviours , quality of relationships
  • A need for senior managers to support and challenge their team through coaching
“When it comes to getting the most out of your team and indeed yourself they are inspirational. The thought leadership and approach was just what I needed in the business when we met. This wasn’t just training this was real support in changing the way we did things… and the results were great ….”

Sales Director

The Solution

A Commercial Sales Academy aimed at finding and winning new business effectively via

A different approach

Taking a different approach to new leads

Understanding Behaviour

Understanding people behaviour and what makes them tick

Effective Selling

The processes and flow of effective selling to create a higher stike rate

Real World Experience

Working in the real world as part of the course

Upgrading Coaching Skills

Enabling managers to embed learning through upgrading their coaching skills

Future Proof Outcomes
New Skills, New Successes

The sales were equipped with new skills to be able to find and win new business via theory sessions and real selling sessions where they were observed and coached.

  • Sales from the real selling session paid for the programme 12 times over
  • Sales have grown in the business over 2 years by over 30%
  • 76 percent of incremental business has been created through new leads