Case Studies

Below you can find a sample of case studies of the solutions I provided for clients, who found themselves in the same position as you.

All of my processes involve going through a very seamless coaching model, with emphasis on having a suitable solution and outcome for you, the client.

Case Study 1

The Client
A leading bank operating many retail branches throughout the UK. They are consistently involved in a growth policy. The unique mix of a good Internet presence, effective marketing, and retail presence is vital to their survival.
Details
Needs
The banking world has a very sales orientated environment.  Staff are usually young and vibrant, which leads to boundless energy and enthusiasm.  However this can lead to a decline in sales through a lack of focus or inexperience.The management desired to see a higher level of sales and sales turnover,and turned to my Sales Coaching to quickly deliver an effective intervention.As I had experience of working in this industry, I had the added advantage of being able to relate  and most importantly connect to people in this sector.Results
To maintain the momentum and focus of the business, a training programme was implemented to enhance business prospects, and keep its sales force motivated and sales at an all time high.
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Case Study 2

The Client
A leading travel company who have been offering holidays for over 30 years. Greater exposure to customers through marketing, led them to directly contact me and my team for our help and advice as a Training company
Details
Needs
The management wanted their staff to maximise the conversion rates on incoming sales leads, and also increase the sales experience for the customer by ensuring they discussed optional extras, such as travel insurance and other related packages.Drawing on my extensive coaching experience with Noble Manhattan and in the workplace, I decided to introduce some sessions focusing on questioning and listening skills.

Results

The management, staff and directors of the business found the sessions to be very proactive and entertaining, but also very motivational for all parties concerned.

  • Employees became aware of more effective ways to sell.
  • To work smart instead of too hard.
  • Realised that selling was not at all daunting.
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Case Study 3

The Client
British Division of a World leading Organisation in Technology.
Details
Needs
This business had many problems, one being their sales team was under increasing pressure because of market trends.Staff were not being proactive and leads had very little if any follow up.  I felt that the best thing to do was introduce a skills assessment, where each member of staff had their skills correctly identified and harnessed.  The environment was not receptive to change, so we therefore had to work very closely with HR and Management.  A  training programme was introduced to assist each member of staff in bettering their negotiation skills, and understanding customer needs.Results

  • Huge improvement in time management and overall motivation of staff.
  • Opening of new branches.
  • Skilled proactive staff who were happy to work for the company, and  help the company to move forward.
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Case Study 4

The Client
Republic of Ireland division of a leading telephone company. Practical, economical and effective methods needed to take the client forward.
Details
Needs
Employees very effective at taking orders from current customers and maintaining existing relationships, but demonstrated a large degree of weakness at cross selling and being proactive for the companies sake.We decided to use a three tiered approach of

  1. Working with Senior Management to help them manage their sales team in a proactive fashion.
  2. Developing a bespoke and effective training programme.
  3. Running a training programme where the existing staff showed greater sales acumen, a greater capacity to identify commercial opportunities, and also excellence in customer service.

Results

  • Increase in revenue over a short period of time.
  • Opening a large number of accounts in a short period of time.
  • Securing massive opportunities for investment within 6 weeks.
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Case Study 5

The Client
Since opening, this ferry company has built up a fantastic reputation for excellent customer service, superb value for money, and a personalised service to all their customers.
Details
Needs
As a rapidly developing company, they needed to ensure incoming sales leads were being converted at a higher rate.To train the reservation staff with the required skills, I introduced a sales programme that included  scenarios involving relationship building, and problem solving.Results
The results were outstanding.  As a result of using my own experience I was able to reinforce my point of view, and also identify all the different skills and ability levels within the group.  Getting the best out of this particular team was possible through individually coaching each member of staff, and giving them all one to one attention.
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