Sales Management, Professional Training in Thorrington

To succeed in key account management we must make lots of contacts and talk to lots of people within the account. One of the ways customers reduce risk is to ensure that as many of their people as possible are in favour of the decision.

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The Challenge

This client is a food manufacturer operating a global business. When TLSA became involved, the client was in the middle of a strategic plan designed to achieve challenging growth objectives.

Leadership development was identified as critical to delivering the growth targets. One of the key challenges was to establish a ‘Sales Director: Executive Sales Leader’ group with the capability and potential to deliver on a country-by-country basis.

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Some people say that in the era of consultative-partner selling, closing is no longer necessary. This is just not the case.

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The Challenge

To develop the sales management team, who had differing levels of capability and experience, into a cohesive group with a consistent approach to sales leadership. Putting these leadership foundations in place would pave the way for a wider strategic programme that leaders could deliver to their direct reports in order to create a sales force that would be seen as ‘Best in Class’ on a national and international level.

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