Sopra Steria
“I’ve attended many sales training courses before. This programme equipped me with the skills, methodology and capability to grow my accounts and know where we add value. I’ve taken advantage many times of the learnings and still refer to my notes to support me in planning and preparing for client conversations. I feel I have more credibility by being on the client agenda and being able to address their challenges with confidence – everytime.”
Client Director, Sopra Steria
Their Challenge
With an ambition to double revenue in 5 years, there was inconsistencies in the sales approach and this was impacting growth. The sales team’s performance was in decline and the goal was to “re-ignite the sales engine” to sell at a higher margin with existing and new clients.
There was a need for a winning mindset and to build confidence and self-belief to talk to all stakeholders with a need, influence and power within the client company; earlier in the sales process.
With Sopra Steria’s strategy offering a total solution. The sales team were to take a consultative selling approach to enable the sales and technical teams to support the client throughout their transformation process with value added, innovative solutions.
The Solution
The solution was multi-layered with leadership development, Account Management training and coaching and creating rigour and quality in strategic account planning.
We developed a solution that helped build awareness and practical steps to adopt a selling mindset. Developing responsibility and skill for better strategic account management and guiding and supporting the Account Manager to have switched on, customer-centric, value added conversations. With practical techniques this helped build a greater understanding of the clients goals, needs and decision criteria. Gaining a competitive advantage that enhanced performance and profitability for both the client and Sopra Steria.
The Outcome
The Phoenix Sales Programme delivered 4 sales modules including 1:1 coaching and a leadership programme that developed coaching skills for managers.
Rigour in sales planning and preparation was adopted and included regular check-in coaching sessions with the Manager and ongoing observations and feedback.
Sales results quickly increased with existing and new clients and the team achieved target at the end of the year after 2 years being in decline.
A common methodology and capability building framework was introduced to create best in class selling skills for the team.