Case Studies
With new client interventions being designed, developed and implemented on a regular basis, there are many opportunities to share recent Case Studies which illustrate the impact these solutions have on bottom line results. The first example is indicative of type of activity I undertake.
Case Study One – Leading Communications Provider
A north-west based sales organisation was required to introduce a specific competency based framework and train a team of 60+ customer service operatives in the knowledge and skills of selling over the phone. Many of the staff had no previous sales experience and were highly resistant to the change. Although the competency framework and sales models had been successfully introduced to other areas of the business, this team was unique in that it needed staff to answer a high volume of incoming calls as one of it’s KPI’s. This change in company objectives and direction necessitated the development of a range of individual modules that not only introduced the core selling concepts and the competency framework, but also the ability to overcome the emotional resistance of many within the team.
A series of straight forward, pragmatic and interactive based Modules were developed that not only achieved the objectives, but allowed the team to meet it’s call targets and build the confidence to use the sales techniques immediately.
“As the Sales Leader of a 60+ sales team with a revenue target in excess of £10 million and conversion requirement of 65%, it was necessary to ensure that the sales team were fully equipped with the knowledge, skills and attitudes to support our extremely challenging targets. After consulting with Tony it was clear that he understood our unique and highly competitive business to business environment. Tony was able to simplify our current Competency Framework into one that was understood by all of our team and reflected the reality of our sales culture and operational practices. He was then successful in designing and delivering a series of Modular-based Workshops that focused on improving the competences of the team and supported our managers with coaching skills and additional advice.”
“The result of this activity was spectacular.”
“The team bought into the concepts and soon gained confidence in applying them in our business retention environment. As a result, new connection sales were increased by 300% in two months, a fantastic achievement which ultimately led us to being a finalist at the National Sales Awards. I am delighted with the results that we have achieved with Tony. He has been a pleasure to work with and proved to be an excellent coach who relates well to our team and really understands the sales dynamics. I have no hesitation in recommending him fully and would not hesitate to use his services again in the future.”
I have experience working in numerous sectors ranging from Finance, Pharmaceutical, Manufacturing, Engineering, Tourism, Aircraft, Hotel, Office Equipment, Education, Logistics, Consumer and Retail amongst others.
Client List
Abbey National, Al Khaliji Bank, AMP, ANZ Banking Corporation, Astraeus, Autotrader, AXA Insurance, Barclays Bank, Banque Nationale de Paris, British Telecom, Canon, Capita Education, CCS Recruitment, Circle Leasing, Czech Airlines, Danka Office Equipment, DHL, Electronic Arts, Energis Squared, First National, Fielden Cegos, GE Capital, GE Medical Systems, Goldman Sachs, Heller Finance, Hydrex Equipment, Kelloggs, MacMillan Publishing, McInerney Homes, Morgan Chase, Morgan Stanley, National Farmers Union, Nokia Siemens Systems, O2, Pechiney, Process Plastics, Q Hotel Group, Rohm & Haas, Royal & Sun Alliance, Safe Handling, Sun Micosystems, Thomson Holidays