Results from some past programmes
Collaborative selling (part of Sales training and Developing business relationships programme)
Approximately 6 weeks after the first Collaborative selling workshop, 20% of the attendees were asked for comments on the programme and for the results since then. All reported that they had increased their internal network and understanding of the wider specialisms within the firm such that they had set up, or were setting up, meetings with specific clients to discuss further services.
One person reported that they had built their confidence enough to "close the sale" on one of their biggest deals to date. Another participant said they had dealt significantly better with a particularly difficult potential client and felt they had won the business because of it.
Team building
All participants reported that they knew each other better as a result of the workshop and, as a consequence, that it would be easier to work together afterwards. After six months, they reported that they were sharing positive and negative feedback more freely and improving some of their work processes. The team leader reported that issues within the team were being resolved quickly, and time lost had been reduced. By taking a team view of their work processes, they had become more efficient and cut wastage.
Management workshop
At the annual review performance forms, HR reported that a higher percentage of bi-annual review meetings had taken place and that the documentation had been completed promptly; objectives were SMARTer (Specific, Measurable, Agreed, Realistic, Timebound) and covered wider aspects of individual roles. Individuals reported that they felt issues were being dealt with quicker and that "problem people" weren't being allowed to "get away with it".
Coaching and influencing
These managers were targeted to achieve specific objectives locally, covering appraisal meetings, recruitment and retention of staff and coaching of line managers. Many of these managers reported that they could not have achieved their objectives, contributing to an annual bonus, without the training workshop and the ongoing support.
Sue is a member of the NRG.
Sue Cohen Ltd. Registered in England & Wales, Registration No: 6905126; FSB 2193501