They had either forgotten how to make cold calls and calls to existing clients, or they never knew in the first place. So we had to reignite the passion, give them the sales skills, take away the fear and give them a taste of success – all in a day!
(PRWEB) July 9, 2010
The National Training Awards are the most prestigious awards in the UK, run by UK Skills on behalf of the Department for Business, Innovation and Skills. They identify and celebrate organisations and individuals that have achieved really outstanding business and personal success through investment in training. The Awards are unique because entries are received from all sectors, industries and areas across the UK and in return the entrants are provided with the exceptional opportunity to have their training judged against the best in the UK.
Founder of Natural Training Matt Drought believes that a win will recognise the shift that Natural Training has made in the UK sales training market: “The brief was simple enough – to get sales people within their own organisation and their partner organisations making much more proactive, outbound calling effort to beat the recession. However changing selling behaviours is usually tougher than that. Sales people in the period leading up to late 2008 had it pretty easy – lots of inbound calls. They had either forgotten how to make cold calls and calls to existing clients, or they never knew in the first place. So we had to reignite the passion, give them the sales skills, take away the fear and give them a taste of success – all in a day!”
Natural Training came up with a programme called Natural LIVE, which is light on theory, and big on real-time sales coaching during calling sessions. Specialist Natural Training sales coaches were chosen for their ability to motivate, up-skill and to make sure that every member of the team was accountable for getting results on the day.
Instead of being bored by traditional sales theory, sales people were challenged to stretch beyond their comfort zones and use the fresh sales training ideas being given to them on each day. This resulted in an energised sales team with a common goal, a new focus and most importantly a new benchmark for what was personally and professionally possible via their outbound calling efforts.
Charlotte Campbell, Head of Sales Enablement at EMC said that an award would be a great outcome given the success of the training programme:
“As someone who leads sales enablement, I have a passionate belief that training organisations are not just about being great facilitators of content, but are active practitioners of their subject and therefore bring high credibility due to subject matter expertise. NT exceeded my expectations in this area.”
The results from the training programme were exceptional. Effectively Natural Training and EMC worked out a way to make outbound calling effective & enjoyable while hitting targets. Satisfaction surveys at the end of each day of training demonstrated that 85% of participants rated the training as either “Very Good” or “Excellent”. And the training generated over £42m worth of pipeline opportunity for EMC.
Since the training EMC has gone on to close a large proportion of this business and the organisation is flourishing with like-on-like yearly sales exceeding all expectations. Natural Training is working with EMC’s graduates to instil a real “can-do” attitude for the future and in other EMC regions around Europe.
The National Training Awards Regional Ceremony takes place on the 12 October 2010. The winner of the National Award for Best Training Supplier will be announced in December.
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