accessplanit are a software house with an extremely powerful training management system, developed and supported by an enthusiastic and dedicated team. With their solution training businesses save administration time.
Following early success and the establishment of a strong presence and brand in a competitive sector, accessplanit, under the guidance of managing director Dave Evans was looking to sustain growth but felt that it could achieve so much more after recognising that it was missing, or simply failing to spot, sales opportunities. It also wanted a cohesive, strategically led and proactive approach to sales and the processes driving the new business pipeline. durhamlane was engaged to consult and provide a comprehensive review of the entire sales process before presenting recommendations in an insightful and results-oriented report.
durhamlane designed and implemented a sales development programme to deliver a more streamlined approach to sales prospecting and management, supported by coaching and training sessions to equip people with the skills and confidence to be able to spot sales opportunities and capitalise on them to secure wins much quicker. A sales tool-kit was developed to enable Dave and his team to identify target markets more effectively through the use of professional research and prospecting processes – achieving sales success in a shorter timeframe.
The solution also saw durhamlane recruit and train through its sales graduate programme customer success manager Elie Wike, who was supported through every step of her journey into the world of sales, from initial application to on-going backing and development through durhamlane coaching. This has given her, at an early career stage, the confidence to be the very best she can be.
In their first training and coaching session, durhamlane focused on high level prospecting, negotiation skills, how to work with recommendations, how to write winning proposals and how to achieve effective account management so that the customer feels valued and comes back for more business. The result of this was a more organised and focused sales force. Better market research and more confident sales people have resulted in higher quality prospecting which in return has increased lead generation.
durhamlane’s training and coaching, together with its re-design of the sales techniques and processes driving accessplanit forward has improved the quality of sales prospecting, delivering an increase in lead generation. Moreover, customers now feel more valued and, as a result, are coming back to place more repeat orders for accesplanit’s products and services.
The Client’s View
Since engaging with durhamlane, accessplanit managed to transform the mindset of its sales team into a focused and pro-active sales organisation.
“After our first training session with durhamlane it was almost like a light bulb went off. I think we knew what we had to do, but it always felt like we were waiting for things to happen to us. Now, we have clarity as to how it all links together – from prospecting to real account management. ” Dave Evans, MD accessplanit