Our Client is a leading medical provider in the musculoskeletal market based in the US. They arrived in the UK 10 years ago and had made decent inroads into the marketplace but sales began to plateau.
On undertaking a piece of insight work we identified 3 specific issues
- The way in which medical supplies in the UK was changing with a focus on decisions being led by procurement professionals not medical professionals who tended to make decisions differently.
- A team that was stretched through needing to cover cases and operations which meant they had little time to sell
- An inability to create impact with people outside their immediate sphere of influence.
On undertaking a piece of insight work we identified 3 specific issues
- The way in which medical supplies in the UK was changing with a focus on decisions being led by procurement professionals not medical professionals who tended to make decisions differently.
- A team that was stretched through needing to cover cases and operations which meant they had little time to sell
- An inability to create impact with people outside their immediate sphere of influence.
“The training we did with Peoplehub really resonated with the team as it was delivered in a way that linked to their world. 2 years on my team are citing examples of how they are putting those techniques into practice to drive real world outcomes.”
Managing Director
The Solution
A Commercial Sales Academy aimed at finding and winning new business effectively via
Understanding People
Understanding the behaviour and motivations of people so that they could create deeper more meaningful relationships
Changing the focus of the selling proposition so that:
The processes and flow of effective selling to create higher levels of sales
To understand how to sell to multiple stakeholders
To enable managers to embed learning through upgrading their coaching skills
Future Proof Outcomes
New skills.
Impactful relationships.
The sales were equipped with new skills to be able to create more impactful relationships. This led to higher levels of confidence within the team.
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After two years of flat sales, the business grew by 23% in year one and 12% in year 2.
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The team have used their interpersonal skills internally to enable better relationships to create improvements is other areas such as the supply chain.