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Project Example - Decorative Paint Manufacturer
Development and delivery of a nationwide training program for sales representatives selling to painting contractors. Although the sales team had received extensive training, many were having difficulty relating this to their day-to-day sales role. We provided a follow-up program to reinforce the existing learning, while allowing participants to practise the skills in situations relevant to them.
Approach
We undertook a period of research, involving shadowing of some of the sales representatives and attending an example of the existing course as participants. This allowed us to understand:
- What the sales teams had already been taught
- The typical customer situations in which they found themselves
We then wrote a program to review and reinforce the earlier training messages, adding detailed simulations and role-plays to reflect the client's customer types, products and sales objectives.
The roll-out involved delivering workshops across major Canadian cities, including Vancouver, Calgary, Edmonton, Toronto, Ottawa, Montreal and Halifax. We used our dual-language capability to translate and deliver the program in French for the Quebec-based sales teams.
We followed the program with a coaching-skills workshop for the client's sales managers, thus ensuring that the training messages continued to be reinforced in the field.
Participant Reaction
"Superior to Professional Selling Skills 1" - Sales Representative
"Great. I took twice as much out of this than the previous two PSS courses." - Sales Representative
"The instructor was excellent. Not once in the two days did I get side-tracked." - Sales Representative
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