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Todays Seminar:
• Nicola Hartland, Xcel Sales• David Meyer, Clarify• Craig Williams, Precise Target• Barinder Hothi, The Knowledge
Academy• Ross Owen Williams, Recruitment
Guide• Close• Networking
Nicola Hartland, CEO, Xcel Sales
‘Coldcallingisdead,smartcallingisverymuchalive’
‘Coldcallingisdead,smartcallingisverymuchalive’
David Meyer, managing director, Clarify
‘Innovate your sales approach to differentiate’
‘Innovate your sales approach to differentiate’
Innovate your sales approach to differentiate
David MeyerClarifyFebruary 2017
Waves of Change
9
Business / Operating Model Impacts
10
Breakout
11
What are the biggest disruptors in your business today?
What are your salespeople telling you? What could you
be missing?
Impact of this change - Sales
12
Impact of this change - Sales
13
Order takers37% Job decline1.6M vs 1.0M
Explainers27% Job decline1.5M vs 1.1M
Navigators17% Job decline0.9M vs 0.75M
Consultants10% Job increase0.5M vs 0.55M
Some good news
14
How can I get started?
15
Get your goals aligned
Make the sales measurements
clear
Optimise sales talent acquisition &
development
Adopt a flexible sales leadership
style
16
“The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn”
Innovate your sales approach to differentiate
David MeyerClarifyFebruary 2017
Craig Williams, managing director, Precise Target
‘Sales recruitment, doing it right’
‘Sales recruitment, doing it right’
Barinder Hothi, co-founder, The Knowledge Academy
‘Grow a sales team fit for purpose, and they will grow the business’
21© 2016 The Knowledge Academy Ltd
Business Architecture &
Systems Design
Project Management,Management & Leadership
Computer Software Business & Corporate
Web, Marketing, PR &Social
Legal, Finance &Accounting
Workplace Requirements
Technical &Programming
BuildingResilientSalesTeams
For2017andbeyond…
22© 2016 The Knowledge Academy Ltd
TheKnowledgeAcademyØ Foundedin2009byBarinderandDilshadHothiØ ThelargestownermanagedinternationaltrainingprovidersØ Turnoverat£30MPAinunder8yearsØ 90 trainingcentresthroughouttheUKØ Further150locationsglobally(US,CAN,AUS,NZ)Ø 300+permanentemployedstaffØ OfficesinBracknell,LondonandBirminghamØ PrivateBusinessAwardsEntrepreneursofyear2014Ø EYEntrepreneursoftheyear2015 LondonandSouth
23© 2016 The Knowledge Academy Ltd
11years– PersonalSalesExpertise
24© 2016 The Knowledge Academy Ltd
+8years- BuildingTKAGlobalSalesteam• SalesTeam- 87• Inboundsales• OutboundSales• AccountManagers• Teamleaders• SalesManagers• SalesTrainers
• Onlinesales• Telesales• FacetoFacesales• LeadGeneration
• LinkedIn• Facebook• Blogging• PR
• GoogleSEO• Advertising• Webinars• Exhibitions
• CRM• Incentives• CommissionStructures• Targets• Conflictmanagement
• Recruitment• HR• Performancemanagement
25© 2016 The Knowledge Academy Ltd
ThechallengesofbuildingSalesTeams• Recruitment:SalesasaProfessionExpenseTimeRightcandidatesLowunemploymentrates• SalesTraining/on-boarding• Performancemanagement• Motivation• Retention
26© 2016 The Knowledge Academy Ltd
Solution:Apprenticeships• WhatisanApprenticeship?
– Workbasedlearningprogramme– Rolespecific– Assessedthroughevidencecollection,assignment,synopticprojectandfinalendpointassessment
• WhocanbeanApprentice?– Existingandnewstaff– Anyonewhorequiresupskilling– changeofrole/newresponsibilities
• Howlongdoesaprogrammelast?– Mustlast366days– Dependentonstandardandcomplexitymostare12– 24months
• Whatistheapprenticejourney?– Trainingon-siteoroff-siteatoneofourpermanentcentres– Monthlyassessorvisits
• Evidencecollected• Piecesofworkset• Progressmanaged
– Regularreviews– Employer,AssessorandApprenticeassesswhenreadyforEndPointAssessment– EndPointAssessment– Grading– Completion!
27© 2016 The Knowledge Academy Ltd
HowisanApprenticeshipFunded?• TheLevy
– £3M+payroll– 0.5%ofpayroll- £15,000allowance=annuallevypayment– MonthlypaymentswithNI– Storedinadigitalaccountfor2yearstobedrawndowntofundapprenticeshiptraining– Cannotfundapprenticewages,travelexpenses,othercost
• Co-investment– Non-levypayersorlevypayersthathavespentlevy– Governmentcontributes£9forevery£1theemployerputsin
28© 2016 The Knowledge Academy Ltd
BenefitsofNewStandard• AnEmployerdesignedandrecognisedQualification• Recruitment
– Industryrecognisedqualificationthatencompassesknowledge,competenciesandbehaviours– Trainingprogrammesattractemployeeswhowanttocontinuedevelopandimprove– Easiertoteachskillsthanattitude
• SalesTraining/on-boarding– Unifytrainingacrossorganisationandteams
• Performancemanagement– LinktoKPIsandtargetstotrackprogression
• Motivation– Trainingimprovessalesperformanceofsalesperson
• Retention– Showinvestmentinstaff– ‘Trainpeoplewellenoughsothattheycanleave,Treatthemwellenoughsotheydon’twantto’- RichardBranson
29© 2016 The Knowledge Academy Ltd
ITTechnicalSalesPersonApprenticeship• Aimedat:SalesAssociates,SalesConsultants,SalesEngineers,CustomersupportandTechnical
TelesalesTechnicalCompetencies• Communicationskills,• Customerexperience,• Datasecurity,• Problemsolving,• Qualificationofsalesopportunities,• Projectmanagement• SalesProcess• Database/Campaignmanagement
30© 2016 The Knowledge Academy Ltd
ITTechnicalSalesPersonApprenticeshipTechnicalKnowledge&Understanding• ITArchitecture• CloudandCloudServices• UnifiedCommunications• DataStorage• Principalssecurecoding• UnderstandingbusinessofferinganditsvendorsproductsSalesKnowledge• Communicationusingappropriatelanguagetobothatechnicalandnontechnicalaudience• Understandingthesalescycle• Negotiation,objectionhandling,closing• CompetitorsSWOT
31© 2016 The Knowledge Academy Ltd
ITTechnicalSalesPersonApprenticeshipUnderpinningSkillsAttitudesandBehaviours• Logicalandcreativethinking• Organisationalskills• Maintainingaprofessionalandsecureworkenvironment• Abilitytoworkwitharangeofinternalandexternalpeople• Usingownimitative• Abilitytoworkindependently• Takeresponsibility• Timemanagement
32© 2016 The Knowledge Academy Ltd
ITTechnicalSalesPersonApprenticeship
• MandatoryEnglishandMathsLevel2tobeachievedbycompletion• ProfessionalRecognition- eligibleforentryontotheRegisterofITtechnicians• Duration12months• Level3Apprenticeship
33© 2016 The Knowledge Academy Ltd
OtherApprenticeships
34© 2016 The Knowledge Academy Ltd
NextSteps…• Meettheteamtoday• Arrangeafreeconsultation• CallusforanInformalchat• Takeabrochure• Visitourwebsitehttps://www.theknowledgeacademy.com/apprenticeships/
‘Grow a sales team fit for purpose, and they will grow the business’
Ross Owen Williams, head of global online content, Recruitment Guide, and author of The Recruit Mentor books
‘Encouraging Sales through Social Media’
‘Encouraging Sales through Social Media’
