“ATE HIS OWN DOG FOOD”
CLIENT FarmIQ
SERVICES Leadership Development, Sales Training, Sales Process Development
OUTCOME Implemented a coaching framework, up-skilled the sales team, developed a new sales strategy.
“As a business we had set ourselves some very lofty sales goals and the sales team weren’t confident that these targets could be met. Our Account Managers were young and relatively inexperienced and needed some robust sales training. Our more experienced Business Managers were going through a shift in focus and needed help to make a strategic change in their roles.
I reached out to Mark based on his work he had done for some past colleagues of mine. Right from the start, Mark “ate his own dog food” and took us through his discovery process. Through this process it became clear that Mark could really add value to our business. So we brought him in to help us bring the skills we already had to life, and give us the clarity and confidence to do what was required to deliver on our sales goals.
All of the team found the sales training really engaging and interactive. Mark is great at reading individuals and building a strong connection with everyone in the room. In our sales meetings, it has been really encouraging to hear the team talking about what they have implemented and the “nuggets” that have worked well for them. I have also had first hand experience in seeing people putting their training into practice. One of them struggled at first, but they used the training to reflect on what they could have done better and the next customer interactions were a big improvement.
The great thing about working with Mark is that he has a lot more to offer than sales training. He has given our leadership team great insight around our growth strategy and worked with our emerging leaders to help them grow their teams. His ability to adapt the programme to our people and our business has been sensational. I would highly recommend Mark to anyone who wants to see positive change in their business.”
Jock Richardson // Head of Sales & Customer Success // FarmIQ
