This integrated eight-day Sales Academy Programme for a leading
innovator in banking and insurance software had two base objectives:
(1) to build competency/increased capability skill sets at
the individual level and through this and (2) to increase
market share in a profitable way at the company level. Content
focused on increasing individual and company capabilities
in Selling Export Products and Services.
The programme was designed by Beckinridge in consultation
with the client to address a number of specific issues within
the ICT sales process and to introduce a company specific
approach to selling. The primary aims of the programme were:
- To facilitate the development and ‘fine-tuning’ of a composite
set of sales skills to an advanced professional level within
the participating delegates.
- To design a course that will form a company standard approach
to selling and will be clearly observable to the employee
and customer alike.
- To increase awareness of the issues involved in selling
to complex markets and thereby enhance the overall sales expertise
of participating delegates.
- To reward everyone’s energies with more professional, targeted
profitable sales and building long-term relationships for
maximum market return.
For more detailed information on these case studies or to
discuss similar programmes for your own organisation e-mail
martin.mcconville@beckinridge.com
