Our aim was to introduce a Precision Selling Programme for the Clinical Sales Team

what was the training need?

A leading supplier to the NHS and private sector with over 50 years’ clinical experience.  The UK’s premier manufacturer of medical devices used for Anaesthesia, Surgery and Podiatry throughout Primary Care.

Their training need:

  • To upskill the commercial competence of the sales team.
  • To be able to measure sales performance objectively and accurately.
  • To develop a best is class sales team to reflect the progression of the business.

 

WHAT WE DID

Assessing Training Need

Conducted a programme of field observation to identify the clinical and commercial opportunities for Timesco.

Designed a bespoke sales process for Timesco’s product value proposition.

Developing skills

Delivered a series of workshops consisting of Consultative Selling, Account Management Skills, Negotiation Skills and a Coaching Workshop for the sales managers.

Consolidation

Developed a territory strategy for account management and prospect development.

Introduced a negotiating process using trading variables and the TKI Model.

TRAINING OUTCOMES

“BMS Performance are our exclusive training partner, providing value and expertise both in and out of the training room”

Tracey McCormick, L&D Manager

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