Since working with Grainne my business has changed dramatically. I now have goals and a plan to help me achieve those goals. My turnover has increased by 20% so it’s obviously working!
I take part in Grainne’s monthly Boardroom sessions with another business owner. The sessions are great fun and always productive. I come away feeling motivated and ready to implement the latest actions. Thanks to Grainne, I now have focus and control in my business.
Grainne has taken the time to get to know me as a person and not just my business. She understands my strengths and weaknesses and will always think outside the box to push me forward when I don’t want to do something! With support and encouragement, she has helped me to develop the skills and confidence to run and grow a successful business.
‘Thank you Grainne for the excellent sales training you delivered for me and my team. We all thought we knew how to do our job well enough, but recognised that there’s always room for improvement. You delivered 3 inspirational and bespoke training sessions that have given us lots of fresh ideas on how to be better at our jobs and consequently deliver a better service to our customers.
Your approach was perfectly attuned to our business and style of working, and your sessions were fun, interesting and motivating.
Thank you Grainne, I highly recommend you to any individual or business wanting to improve their skills and feel more confident in the workplace.
Thanks to you, we now look forward to delivering a more professional service to our kitchen and bathroom customers!
Lisa Fouweather, Owner of Kitchen and Bathroom Place, Twyford.
“Firstly, and importantly Grainne and People Vision took great time to understand fully the PVM Field Sales business and our requirements before putting together a great sales training platform. The bite sized training really helped our teams and individuals get the best out of the time and then had time to try things in the field before receiving further training and feedback. The program is now fully embedded in our ways of working and delivering great, consistent sales results across new and longer term sales team members.”
Sometimes I design and deliver sales training programmes for other training companies – and this is a perfect example of this working brilliantly! This time I’ve included the case study as it does a great job of explaining why it worked so well.
Perfetti Van Melle is a highly innovative global confectionery company with the best-selling sugar-free confectionery brand in the UK within its portfolio. Distribution of their products is through the major supermarkets as well as through travel outlets, symbol groups and independent retailers.
The Field Sales team of 30 people supports the national account team in ensuring ongoing product listings in major retail stores are secure and promotions are maximised. PVM recognised the opportunity for the Field Sales team to be even more proactive in calls and to sell significantly higher volumes.
PVM asked People Vision to create a sales training programme which set a new standard of sales excellence yet harnessed the individual creativity, agility and resourcefulness of the PVM Territory Sales Managers.
It needed to not only build confidence and skills in the best practice PVM way of selling but also foster a culture of sharing innovative approaches and successes.
This newly defined sales excellence framework would also be key in supporting the Regional Sales Managers to develop their team members and get new starters selling as quickly as possible.
The Territory Sales Managers are split across three regions and only meet as one team a couple of times each year. Running training in only one location would involve extensive travel and time out of the sales role for many of the team.
Amongst the total team of 27 TSMs there is a broad range of experience and skill and a range of ‘home-made’ approaches to selling. Until now these individual approaches had appeared to serve them well. The shift in emphasis from ensuring compliance in stores to actively selling is an uncomfortable change for some of the team members but a pivotal one in achieving higher targets.
With such a large team constructing a sales training programme which encouraged everyone to participate and benefit would require a creative and engaging approach.
Our sales training consultant (Grainne Ridge) facilitated an initial session with the Field Sales Management Team to define the best fit sales approach for their specific sales environment. They identified 10 steps and drafted the sales behaviours which would drive success in each of these steps. A key goal was to raise the overall standard in sales, also encouraging those who were already successful to stretch themselves. By defining three levels of behaviours they created a way to communicate and set expectations for team members at all levels of experience.
Over a period of six months, Grainne delivered four bitesize training modules at each of the regional team meetings to develop the sales behaviours. The new sales behaviours were practised, honed and successes shared.
In between sessions Regional Managers coached on the new sales behaviours and adapted feedback to reflect the new way of selling.
In a final session Grainne worked with the Field Sales Management Team to develop their coaching and mentoring skills and their confidence in supporting their team to deliver field sales excellence.
During and since the training completed there has been a notable increase in the planning, consistency across the team and confidence to challenge the status quo and look for more opportunities. This has resulted in an increase in orders captured for promotional activity and the size of these orders. We are seeing far more visibility and impact being made in stores through the team presenting more professionally and with flair to gain win / win outcomes with trade partners.
By using the same model of observe-able behaviours across the teams the Regional Sales Managers are seeing common areas for further development and pool their resources to deliver targeted training.
Chris Rainbow, National Field Sales Manager, Perfetti Van Melle
‘Fab, Friendly lady – with loads of experience and compassion.’
I met Grainne at Lynds and Kran’s Business Curry Club, Grainne did a great motivational talk on a Business Score card. After the event Grainne took time to talk to me about areas of my business that I was unsure about – especially around Re-branding, Marketing and how to manage contacts in Linkedin.
After talking to Grainne for 20 minutes I left the event feeling very motivated and inspired to push my business in the right direction !
Kelly Willcox, Accountant and Profit Adviser, Director of AB&T Services Ltd, Owner of Passion for your Profits
Yesterday I spent 90 minutes with Grainne Ridge – wow!
Grainne managed to untangle my thoughts into a coherent and logical plan.
With just a few probing questions, and much listening, she really understood me and Toucan HR.
And just 24 hours later I have already benefited from my session with Grainne. My mind is much more focused on what I want to achieve, and how; now I’m eager to put it into action.
I would highly recommend Grainne Ridge to any organisation seeking to turn their business theory into business success.
Myra Tourick, Chartered FCIPD * HR Director * Business Partner * HR Consultant.
Our company has hired Grainne on many occasions of which I have taken part on two of those.
If you are looking for new and innovative ways in which to teach clients and train in house staff on complex projects then I highly recommend Grainne. After just a two day workshop, I was able to re plan and strategise effectively what I had been doing for over the past four years.
It is not often that we get the time to focus entirely on one project, and the results from joining Grainne’s workshop have been outstanding.
Grainne delivered an excellent training day for the British Lung Foundation on selling and influencing in the NHS. She had the ideal balance of commercial expertise and insight into the challenges of working with the NHS. She was a great trainer and the participants were really positive about the day.
Steven Wibberley, Chief Operating Officer at the British Lung Foundation