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Pursuit NHA International Consultancy Recruitment Training |
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Pursuit NHA International
Waltham Court
Milley Lane, Hare Hatch
Reading
Berkshire
RG10 9AA
Tel: 0118 940 5100
Fax: 0118 940 5101
Email
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Waltham Court
Milley Lane, Hare Hatch
Reading
Berkshire
RG10 9AA
Tel: 0118 940 5100
Fax: 0118 940 5101
View map
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If you join the Police Force you must wear the uniform
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Beyond mergers and acquisitions business leaders know that company growth is driven by the way sales people sell and negotiate.
At the end of 2007 a major survey was conducted amongst senior executives in the USA to establish what makes sales development programmes effective. In summary three essential ingredients emerged. To be World Class: • Sales Training must be directly linked to the company growth strategy. • The programme must have strong Executive Sponsorship. • Classroom training must be supported by coaches who measure and are measured. When working with clients it is essential to know what will drive growth….better presence in store… on shelf? Off shelf? Product distribution…. at point of purchase? Range? New business… from existing clients? from new products? from new clients? Increased margin… from product/portfolio mix? through price/rate increases? from lower discounts/rebates? from higher sales volume (lowering fixed cost per sale)?. What is the key driver? When a CEO or MD is involved in a programme, and this may only be understanding the key processes and publicly asking searching questions about how they are working, the impact is dramatic. If the MD is concerned about it, it’s probably important! The amateur practices until he gets it right: the professional practices until she can’t get it wrong. This is why it’s so important for initiatives to be coached and measured formally. This is the only way that the organisation will get long term payback from investment in training and development. Invariably all training can result in a short term increase in productivity however it is estimated that 87% of training is lost within one month. To be truly effective it is necessary to develop methodologies and make them part of the DNA of the organisation. Pursuit NHA fully supports these initiatives. If you want to know more about effective sales training contact Andy Ferguson on 0118 9405100. Methodologies introduced should be strongly encouraged, measured and rewarded and there should be consequences for non compliance! |
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