Our aim was to enhance the sales process, introduce new skills and concepts and ultimately develop sales force effectiveness

what was the training need?

Fleetcor is a leading global provider of specialized payment products and fleet cards for businesses throughout the world.

They serve over 500,000 commercial accounts with millions of cardholders across the United States, Canada, Mexico, Europe, Africa and Asia.

They manage relationships with more than 800 partners, ranging from public sector organisations to corporate companies and SME’s.

Their training need:

  • To design a contemporary, yet flexible sales model that can be adopted by all of the sales teams.
  • To enhance and reinforce the current sales behaviour and ultimately improve sales performance and the ability to build a ‘value based’ client proposition.
  • To provide both existing and new members of the team with a more structured and modern approach to consultative selling and account development.

 

WHAT WE DID

Extensive TNA

Conducted an extensive TNA across the sales teams to define the training need and key areas of focus. We worked closely with key stakeholders from Sales, HR and L&D functions.

Upskilling in all areas

Delivered Consultative Selling Skills, Negotiation Skills, Strategic Account Management Skills and Presentation Skills to the entire commercial team.

Improving sales performance

Created a comprehensive programme for the commercial team in key areas of sales performance.

TRAINING OUTCOMES

“Throughout the process BMS Performance have been responsive, professional and delivered over and above our expectations. The knowledge and credibility of the training team ensured they delivered a complex and multi-disciplined programme with great results.”

Debbie Spaven, L&D Lead

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