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Sales Training Case Study 1

This client is the UK's leading classified advertising publishing group with the UK's biggest motoring marketplace, published in 13 regional titles and selling over 350,000 copies per week. Additionally, the company has extensive New Media interests based on its magazine portfolio, which has the UK's most successful motoring web site and is expanding rapidly into Digital Television and other new channels.

Training Project

For staff in the UK, Ireland and Holland, Maguire was responsible for constructing a comprehensive professional sales development programme designed to equip media sales people, both telephone and field based, with the necessary skills, knowledge and attitude to be able to generate new streams of revenue from existing accounts in addition to developing new business.

Training Solution & Result

Maguire constructed a competency based modular sales development programme for the media sales team, which addressed the key skills required by all media sales people to be successful in a fiercely competitive sales environment. The programme covered topics from sales presentation and client meeting skills to negotiation and strategic key account managing, all of which was designed around their job specification and competency model following the training needs analysis and skills assessment workshops.

By providing a structured approach to sales skills training based on a competency framework, revenues were increased significantly. By adopting a more strategic sales approach, sales staff could demonstrate that they were achieving and exceeding targets that they had previously failed to meet. A further significant benefit of this approach was that staff turnover was, and continues to be reduced, throughout the sales population.