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Sales training bags the results for Cleanaway

Sales training bags the results for Cleanaway A new sales training initiative has helped waste management company, Cleanaway UK, to boost its profits significantly. The focus of the company has been to generate more business in higher margin sectors and underpinning this initiative has been the requirement for the sales team to take a new approach to planning and prospecting. Training delivered by STC has helped to motivate the sales team as well as teaching them how to maintain a regular pipeline of new prospects. Additionally STC has helped participants to develop key skills in the areas of managing their territory and their relationships. One to one executive coaching has run alongside the training to provide support and skills tuition to Cleanaway's sales managers. The results for the company have been stunning with sales consultants more than doubling the number of visits they are making to clients and achieving substantial increases in written contracts. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Industrial and Commercial Training Emerald Publishing

Sales training bags the results for Cleanaway

Industrial and Commercial Training , Volume 36 (5): 3 – Aug 1, 2004

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Publisher
Emerald Publishing
Copyright
Copyright © 2004 Emerald Group Publishing Limited. All rights reserved.
ISSN
0019-7858
DOI
10.1108/00197850410548639
Publisher site
See Article on Publisher Site

Abstract

A new sales training initiative has helped waste management company, Cleanaway UK, to boost its profits significantly. The focus of the company has been to generate more business in higher margin sectors and underpinning this initiative has been the requirement for the sales team to take a new approach to planning and prospecting. Training delivered by STC has helped to motivate the sales team as well as teaching them how to maintain a regular pipeline of new prospects. Additionally STC has helped participants to develop key skills in the areas of managing their territory and their relationships. One to one executive coaching has run alongside the training to provide support and skills tuition to Cleanaway's sales managers. The results for the company have been stunning with sales consultants more than doubling the number of visits they are making to clients and achieving substantial increases in written contracts.

Journal

Industrial and Commercial TrainingEmerald Publishing

Published: Aug 1, 2004

Keywords: Change management; Sales management

There are no references for this article.