Danny Matthews
Navigating change has always been challenging, but over the last 3 years our workforce, our leadership and our ability to adapt has been tested – without prior warning. Danny explores the 12 principles that he believes guide a highly productive and happy workforce including findings from his remote working experiment with 8 remote employees, ditching offices and work hours in the process.
Our sales manager training course run by our sales effectiveness trainers Wayne Tessier and Richard Martin recently received glowing reviews. We asked Wayne, ex Sales and Marketing Director at Selecta UK, what gives BLT sales training the edge. Here’s what he had to say:
When I walk into a training room, I know that I’ve got to earn the right to train. I can’t just start talking. I have to show empathy. I have to show that I understand the intricacies and challenges of my audiences’ day job.
I make it clear that I’ve been in their shoes. It’s impossible to build rapport if the sales people you are training don’t think you understand their world. I tell them that I’ve lived in my car five days a week, travelling up and down the country. I know the huge high of a big sale, but I also understand the challenges of converting sales and winning new clients over.
My training style is practical, practical, practical. I know my audience needs ideas, advice and tips that they can put into practice, on-the-job, straight away. That’s my goal with every session – practical tips that can be applied immediately.
I constantly flex and adapt my style Successful sales manager training is all about speaking to the needs in the room. It’s essential to be agile and responsive. I watch the body language, eye movements and mood of my audience like a hawk. I’m constantly asking myself: Is what I’m saying landing? If it’s not, how could I flex my style to speak more strongly to their development needs?
I have a hugely pragmatic approach to training. I say to people that I don’t expect them to apply everything that I teach – instead I want them to pick two or three things that they can take and run with.
