OVL Group is a very successful business supplying vehicles and vehicle management services to small and medium sized businesses throughout the UK.
The specific training need was for the sales team to develop a more proactive approach to new business opportunities.
We developed a programme of short workshops, one of which was a live prospecting workshop. In this way the team receive training / coaching whilst doing real work. “The prospecting session was hard work but great and it really worked; I identified four new really good quality opportunities”
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Background
OVL Group is a very successful business supplying vehicles and vehicle management services to small and medium sized businesses throughout the UK.
Market differentiation is achieved through quality of service both in meeting client’s expectations and exceeding them with a flexible approach based on over 20 years of experience
The OVL sales team is a group of dedicated sales professionals who take pride in delivering a high level of service to their clients. Whilst there is a regular pipeline of existing client work, like many businesses there is a need to look and find new opportunities.
Objectives
The specific business need was for the sales team to develop a more proactive approach to new business opportunities; and to develop awareness of ‘local’ opportunities and approach companies to develop relationships whatever their place in the sales cycle.
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Solution
To better understand sales opportunities from the sales people’s perspectives we carried out field accompaniments. The ITD consultant went on joint calls, listened in to telephone calls and discussed the development needs of the selected sales people.
Discussions with managers also helped to build a clear picture about the precise needs and what was required to specifically help the business.
We developed a programme of short workshops focusing on key issues for the sales team. One of these was a live prospecting workshop. This introduced a range of ideas and practical approaches to finding opportunities, whilst the team are making calls to live prospects. In this way they are receiving training / coaching whilst doing real work. This includes sales people making blocks of calls during the workshop to prospective clients, interspersed with time to reflect and discuss areas of feedback
Part of the solution was a ‘sales blitz’ where the team hit an area, usually a major business park, to identify new opportunities.
Results
The team developed confidence in different approaches to prospecting.
Because the solution was so practical the sales people had no doubt in how to apply skills. Results were developed in the training events with meetings booked and opportunities to quote identified. New behaviours were established. The Sales Director was delighted.
What the participants said
“Excellent. It actually exceeded my expectations about how much we could achieve.”
“The prospecting session was hard work but great and it really worked; I identified four new really good opportunities.”
www.ovl.co.uk
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