The Brief
“We just want more people like Emily and Marcus!” exclaimed the Sales Director. In every sales environment, some people perform better than others. Imagine what it would be like if you had a guaranteed method of replicating success amongst your less skilled/motivated sales people? Using our BluePrinting approach with the Co-op helped them do exactly that …

The Solution
Firstly, by interviewing and observing a cross-section of top performers (including Emily and Marcus, of course!), we created a model of best practice. To this model we added our own knowledge and expertise to ensure it was outstanding. Secondly, we designed a series of modular workshops to teach the model to the sales force. Finally, we produced a feedback tool for managers and supervisors to use for ‘on the job’ coaching in order to embed the skills. Since the Co-op now ‘own’ the model, they can update it whenever they choose. Plus their internal trainers continue to use the workshop materials with new starters and to refresh/remind staff whenever the need arises, ensuring it remains an ongoing, relevant resource.