Walmsleys Commercial
Building a teams best practice through sales training
Intro
Walmsleys Commercial are a firm of Chartered Insurance Brokers in Wigan.
The business is based on their knowledge of the insurance market and customer service led proposition.
Challenge
Throughout the years Walmsleys had continually worked to develop a sales process that had definitive stages where each stage was owned by a group of people.
The team as a whole were successful, but to push for additional growth, they wanted to try something new.
Project
Sales training for team of office and field based Account Executives.
Services
Training & Consultancy
More"The session was well run, specific to our requirements and succeeded in energising the sales team"
Philip Wall, Director
“The format was something new for us and I might suggest that we wouldn’t have arranged something of this nature ourselves if it hadn’t been for the services offered and the free provision of services for Chartered Brokers and I want to pass on my thanks.
The session was well run, specific to our requirements and succeeded in energising the sales team (including a couple of new tricks for a couple of old dogs!). I am now hoping to see some real tangible difference in the sales team’s habits over the coming weeks.”
Brief
They were a field based team, who meet up once a month (generally off site) to catch up and talk about their sales. They also shared best practise at sales meetings, but it was not always taken on board.
They liked to try and instil best practise and common behaviours and attitudes, and use an outside facilitator to do it.
They wanted the day to be as interactive as possible and for it not to come across as “this is how you should sell”.
The overall aim was to improve conversions at every stage of the process.
Solution
We spent time reviewing the processes currently in place, and looked to identify opportunities which could be developed; the method being to identify incremental improvements at every stage which should lead to an increase in sales.
After conducting interviews with the sales team it became apparent that each had their own way of doing things.
An off-site training session was developed to facilitate the sharing of knowledge and best practise.