Professional intelligent sellers require a wide range of skills all focussed towards delivery and performance. Incite On specialise in the development of individuals and sales teams operating in a business-to-business environment. We begin by understanding the make up and skill set of an ideal sales person and team for our client organisation before undertaking a skills assessment in order to establish a baseline position.

With the baseline position established we create a development programme focused on instilling the behaviours and skills that move the individuals and teams towards the ideal position identified by our clients.

Case Study

Incite On was commissioned to undertake a complete audit of a sales team operating in the north of England, selling products and service plans valued from £1000 to £50,000. The client identified their ideal team as possessing a basic level of strategic selling skills, a detailed knowledge of both products and service plans, excellent time management and the ability to manage and prioritise multiple prospects, maintaining an active pipeline.

The sales team audit revealed that whilst individuals possessed some of the desired sales skill profile identified by the client, no one individual could claim to tick all the boxes.

Incite On set about creating a tailored sales skills certification programme that included engaging those sales people with strong skills in identified areas to help lead the training sessions. Each module built up skills to a comparative level across the sales team and created module champions to provide ongoing support to the team internally.

At the end of the programme each individual seller had completed the identified modules and the team had made significant progress towards aligning with the identified ideal team.