That was the response of the sales teams at Helmsman, the UK’s leading producer of high quality storage lockers, following a four-week tailored training programme, specially created by Adapt to strengthen the company’s sales operation.

With an internal and external sales team, Helmsman required a training programme that would help increase sales, improve customer service and establish a consistent sales process throughout the firm, whilst addressing the specific needs of each team.

And that’s exactly what was achieved. The training goals were diverse but after extensive consultation with Helmsman, Adapt developed a unique programme of six separate courses which produced immediate results.

Anne Rivett, MBE, Managing Director at Helmsman, said: “Personnel at all levels of the company said the training was high quality, great fun and good for team building. We are already seeing benefits including the way we communicate with customers over the telephone and through the written word. The training programme was a real success and I definitely want more!”

Training with impact

Adapt worked specifically with the sales team to strengthen their sales performance and improve their questioning techniques, teaching them how to handle enquiries strategically. 

One of the biggest challenges faced by the trainers was persuading a group of highly experienced national account managers that they could learn something new from the training programme.  But by they end of the course the senior managers were converted. They said the training had been fun, showed them a different perspective and provided new ideas on how they can ensure a result. 

Ian Grimble, National Account Manager at Helmsman, said: “I have been in sales for more than 20 years but I found the training brilliant! The trainer was inspiring and some of the techniques we were taught have already begun to rub off. We were also shown how to improve the whole sales process which I am sure will have positive benefits for Helmsman.”

Achieving goals

A fundamental part of the programme’s success was the use of The Sales Activator®, a ground breaking sales development system which helped to motivate the Helmsman teams and improve their sales performance in a fun and relaxed environment.