Client case study: Building commercial selling skills

We designed and developed two modules to support this initiative.  The first module provided the sales teams with the skills, tools and techniques to be able to identify the key commercial issues facing a client and then the ability to translate the benefits provided by their solutions in tangible bottom line improvement using amongst others a business driver tool.  The second module provided the sales team with an opportunity to run a client business, using one of our commercial simulations, in order to fully understand the leadership issues and financial pressures that the senior management of their clients experience, and also experience the benefits first hand that their business solutions provided.

The tools demonstrated in the programme are currently being applied in the company to assist in the sales process and a number of notable deals have been concluded successfully supported by these tools, with the business driver tree proving an effective way to identify the impact of solutions on the business performance of their clients.