Sales, Professional Training in Frankby

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.

The Challenge

This is a business that manufactures and sells a range of hi-tech and smart watches through high street and online retailers. Customer relationships were managed through a team of account managers who were motivated, committed, and successful.

The business had identified a need to develop customer relationships to ensure business retention and future growth, critical to this would be the account management team been recognised as ‘Business Partners’ collaborating with customer stakeholders to achieve mutually agreed growth targets.

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.

When it comes to negotiations, having the edge on the other side can make all the difference.

Inspirational Leadership gets results. It’s about recognising that your most precious possession is the people who work for you, and having the skill to draw out the very best in their performance.

Cross-cultural negotiations can falter for a whole variety of reasons.

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Reaching the decision maker is the first major milestone in the sales process, and it is vitally important to understand the best ways to achieve this.