Upskilling a large sales force

Challenge

Operating in a highly competitive landscape, Glen Dimplex’s COO and CHRO identified a need to upskill their sales force with the skills to differentiate Glen Dimplex from their competitors and communicate value at each stage of the sales process.

Solution

At the start of the project, we invested significant time in research interviews with the Executive Team and across the business to identify desired outcomes. Our research enabled us to identify the key skills and behaviours required of the Glen Dimplex sales team. We used these insights to design a modular 10-day programme using a variety of different learning techniques.

A critical part of the solution involved redefining the role of Sales Manager as leader and coach. Prior to roll out, we upskilled the Sales Managers, so that they could take the lead in coaching on the sales modules that followed.

Feedback from the participants in the programme has been consistently high.