Case Studies

Case Study 1: European Telco

Situation: This client was faced with an extremely challenging sales target in an increasingly tough market. The challenge was made more difficult by the fact that it covered a disparate sales force, spread across mainland Europe and the UK.

Objective: The client required a capability building programme to help achieve the specific outcome goal that had been set.

Solution: Working closely with the clients' sales management team, we developed a programme with three separate training interventions for the sales teams - and also trained the managers to effectively coach and support the programme between each session.

Outcome: Let's hear what the customer had to say:

"We set ourselves a challenging target of increasing the sales performance of our European Direct Sales Force by 20% over a six month period. I do not mind admitting that I thought we would struggle to achieve this level of improvement. However, the actual achieved figure of nearly 22% reflects great credit on the impact of the programme which you provided for us". Paul Graber - European Sales Director

Case Study 2 - UK Internet Service Provider

Situation: Having built up the direct sales team over time - people tended to work according to how they had been allowed to work at their previous employers. This meant that it was difficult to assess peoples actual selling capability (other then reflecting purely upon their results) - and so managers were unable to ascertain whether sales people were working to their potential - or working to their targets.

Objectives: To introduce a common sales methodology across the sales team, and introduce effective sales planning tools.

Solution: Over a three month period, the sales team were introduced to a series of sales specific training programmes. These programmes defined a new consultative selling approach - and introduced sales planning tools for use in defined situations. Managers were also trained in the programmes - and trained in supporting and coaching for results.

Outcome: Let's hear what the customer has to say: "I engaged Mpower in order to support my efforts in instilling a common language and methodology across my sales teams. I was impressed with the amount of time spent understanding my requirements and the culture at Claranet; and consequently the tailored approach to designing the course and materials around these. I have every intention of engaging mPower for future projects and feel that my investment to date represents very good value for money." Andrew Cooper - Sales Director

Case Study 3 - UK Pharmaceutical Company

Situation: This UK Pharma company required a major sales surge from its sales force. They had already been well trained by the internal sales training team - but felt the need to approach Mpower to help to develop a more hi-energy performance culture.

Objective: To focus the sales team on the team vision, and to inspire, motivate and provide tools and techniques for taking their sales up a level.

Solution: Working very closely with the managers of this team we delivered a series of events. Each event was designed for a specific effect, and timed for maximum impact. The interventions ranged from an initial key-note speech at a sales conference to providing goal setting workshops and delivering an audio support programme so that the sales team could use the time in their cars to re-fresh and re-focus their energies.

Outcome: Let's hear what the customer has to say:

"Our sales line for both of our major promoted products changed quite dramatically in the months following the programme. Perhaps what was more rewarding to witness was the change in individual performances with certain team members who wholeheartedly embraced the idea of continually improving their own performance. Results followed almost immediately." Jim McNulty - Sales Director