Rolling Out A World Class Sales Framework
CLIENT Farmers Mutual Group
SERVICES Facilitated Strategy Sessions, Sales Process Development, Sales Training
OUTCOME Better outcomes and progress in a shorter time frame
“As a business we’d been experiencing a good level of performance and saw an opportunity to evolve this great work to bring a more consistent and deliberate approach around our sales process.
We initially engaged Mark to help facilitate our thinking amongst key stakeholders and bring an external perspective to our views. From there, Mark worked with us to put together a sales framework that reflected who we were as an organisation, and how we wanted to interact with our clients. He then ran an initial pilot workshop with our sales leaders, and finally ran a series of workshops around the country to our field based teams.
Mark’s willingness and ability to adapt the content and style of the sales training to really fit our organisation meant that the rollout of the new sales framework was a real success. The workshops were well structured, well delivered and consistent across the country. He also had the flexibility to work with each sales leader to ensure that they got what they wanted for their individual team.
We now have a common language around how we interact, communicate and sell to our clients. We have got great buy-in from our leaders that this is the way forward and our teams are now using the framework to reflect, review and refine their approach. Even though we could have done a lot of this work ourselves, the progress that we made and the outcomes we achieved as a result of engaging Mark were significantly better than what we could have achieved ourselves within the same timeframe”.
Greg McNeil – Head of Advice & Sales North Island, FMG
