Our aim was to support the sales team as they deliver a unique range of eCommerce solutions to retailers
what was the training need?
Founded by retailers for retailers, wnDirect was established in 2011. They are eCommerce delivery experts; helping growing businesses to achieve international eCommerce success
Their training need:
- To give structure and consistency to the wnDirect value proposition and how it is presented to customers by the sales team
- Greater upselling and commercial involvement needed from the account management team to maximise revenue within high value accounts and prospects
- To challenge customers and their buyers to question their current eCommerce practice and reveal their true needs and future plans
WHAT WE DID
Research and Assessment
Conducted observation and shadowing days in the field and office to immerse ourselves ‘in their world’
Engaged with senior stakeholders across sales, marketing and HR to refine content and agree specific
requirements and learning objectives
Developing skills
Designed workshops for the New Business team and Account Managers to work together, share ideas and learn in uniformity. This ensured consistency across the sales community
Workshops and Programmes
Delivered highly engaging, practical workshops to simulate the real life commercial interactions with online retailers, supported by coaching and agreed actions
Introduced the ‘Challenger Model’ as the main methodology for their sales process
TRAINING OUTCOMES
“We are delighted with the training that was delivered. Our team found it valuable and engaging and several of the more experienced team members said it was the best training they have ever received. We look forward to working with you again in the future!”
Jonathan Matchett, UK Managing Director
