R2CO case study
Assessing sales skills and enhancing sales results using the marginal gain theory approach
The Client
r2c Online Ltd
The Project
R2Conline are an innovative organisation that appreciate the importance and value of developing their sales team. As a high growth and innovative organisation R2C wanted to enhance the success of their already highly successful sales team by providing a supportive style yet challenging professional sales training programme. Using the marginal gain theory concept, the team were asked to make small changes over a staged period, this proved to be well received by the sales team whilst also demonstrating a significant improvement in sales within a 6-month period post training.
The S2S Solution
Solutions2Success conducted a discovery exploration exercise to gain more in-depth insights into R2Conline’s sales process, clients, common objections and range of solutions. The courses were customised to meet R2Conline’s training objectives and the experience levels of the sales team. Courses provided included Generating leads and appointments, Negotiation and Closing and Account management. In addition to classroom-based training a day’s assessment was conducted. Each person provided a live opportunity that they were working on and the Sales Director acted as the customer. The trainer and a small group of peers provided feedback on each business simulation. A formal written assessment form was provided to each salesperson and the Sales Director. A development and support programme was put in place so the Sales Director could provide ongoing coaching, support and assess progress post training. The formal assessment forms were beneficial when conducting annual appraisals as specific examples were detailed in the formal assessment forms.
The Benefits
- An increase in sales of 25% in 6 months compared to 2018
- Team collaboration, enhanced the current supportive company culture
- Motivated team keen to try new ideas from training and peers
- Increased self awareness of own performance from feedback from the assessment days with personalised action plans
- An excellent opportunity for the Sales Director to see strengthens and areas for development from observing everyone individually on one day, very difficult to do out on the field on accompanied visits
- Useful formal assessment forms which helped provide specific examples to refer to when conducted annual appraisals
The Verdict
‘’We explored many options through our LinkedIn network before deciding on Debbie Sweeney, Solutions2Success. Debbie was recommended by one of her client’s. We chose Debbie from a large pool of potential suppliers due to her ability to demonstrate her sales skills through the approach used to win our business and her previous award-winning sales career with major corporate organisations. We felt Debbie would be a great fit for our team with her professionalism, extensive sales experience, willingness to challenge and create a desire to change. We will also remember Debbie’s energisers, stories and memorable sense of humour. We feel for people to absorb serious content and take action they need to have some fun whilst doing it’.
Sales Director, RC2Online
