Overview Delivering sales training that improves business performance From advising on your sales process to providing the skills to train, develop and coach your sales force, BMS Performance has the capability and expertise to deliver the most demanding of projects. Having worked with sales professionals for 25 years, we recognise that no sales team is the same. Selling a range of products or services into different markets, and operating in an organisation with its own culture and internal processes creates unique training challenges. By getting to know your business, your sales team and your business objectives, we will work with you to create a training programme that delivers measurable improvements in sales performance.
Our Proposition We work with our clients to design and deliver sales development programmes that instill long term change in performance and behaviour. Over the years we have built great client relationships and delivered programmes which have achieved significant improvements in sales performance.
Sectors and Expertise We operate across a broad range of industries and can demonstrate expertise in sectors such as: • Corporate Services • Information Technology • FMCG and Retail • Healthcare • Industrial and Construction Our expertise includes Customer Engagement, Sales Performance, Sales Leadership and Management Programmes.
Methodology Our belief is that any sales training intervention needs to be measurable, demonstrate a clear ROI and have a long lasting, positive effect on the sales teams’ performance. To ensure we achieve this commitment, BMS Performance follows a structured model from the initiation of the project to the successful conclusion and post project support. The design and development of all our programmes are underpinned by a 4 step model: Reaction, Learning, Behaviour and Results.
interactive engaging effective 0800 279 2602 info@bmsperformance.co.uk www. bmsperformance.co.uk
Our Team BMS Performance has an experienced and diverse team of training consultants who can provide knowledge and credibility in many industries. All of our trainers are able to demonstrate a proven track record in sales and sales management, as well as exemplary training careers. We believe this pedigree is essential when delivering workshops in front of an audience of sales people and senior leaders who demand authority and practical experience.
Delivery style We provide innovative learning solutions based around experiential learning, with a high degree of business simulation and delegate participation. Each workshop is centred round the delegate experience, ensuring that we create the time and the environment for them to prepare, practice and perfect the new tools.
Example Programmes: • S elling with structure, confidence and credibility • A ccount management and development • N egotiation and influencing skills • P ersonal impact, performance and presentation skills • P erformance coaching - creating a coaching culture • S ales Leadership and Management programmes
Consultancy Services: • P sychometric profiling • S ales force benchmarking • A ssessment centre design • I ndividual coaching • E xecutive mentoring
interactive engaging effective 0800 279 2602 info@bmsperformance.co.uk www. bmsperformance.co.uk
Bespoke Training Training that improves the performance of your business “Your team is unique and therefore the training it requires can often be specific to the challenges, ability and objectives of that team” BMS Performance aims to understand your business and work closely with you to identify sales process improvements. Our trainers immerse themselves into ‘your world’ to design and develop a customised training programme that will improve the effectiveness of your sales process and the overall performance of your team.
Training Process • Detailed consultation and TNA • Field observation and research • Course programme defined and agreed
Leadership We aim to provide managers and leaders with the skills and tools to embed the training, coach the content and continue the development of the team. We believe this is pivotal to the success of any programme. We also have a passion for working with our clients to help create a ‘Coaching Culture’ within their business as well as the sales force.
Measuring ROI Prior to the design and delivery of a training initiative, we consult with our clients to identify and agree a specific KPI that can be used to measure the success of the training programme. This measurement creates the basis for the design, delivery and reinforcement of the training. Examples of measures include: • Conversion rates • Average order values • Sales lead times
• Content designed and written
• Closing ratios
• Delivery, reinforcement and coaching
• Generating appointments
• Follow up and measurement of KPIs
• Developing incremental account revenue
interactive engaging effective 0800 279 2602 info@bmsperformance.co.uk www. bmsperformance.co.uk
Engagement On completion of a project, a 360 degree engagement survey is completed with the sales trainers, client stakeholders and most importantly, the delegates. The aim of the evaluation is to ensure that we work closely with our clients to support the on-going success of the programme. We provide Manager’s Coaching Guides and assessment exercises to embed the learning with their teams. In addition, BMS Performance can include e-learning modules, certification of the programme and submission for industry awards and accolades.
Continuation Our aim is to provide a solid platform from which a company can continue to improve and develop their sales team and its performance. Follow up training is provided in the form of refreshers and coaching sessions, as well as delivering additional programmes to continue the learning journey. BMS Performance is proud to have many loyal and long-standing relationships with our clients and partners.
Reference “BMS delivered a bespoke sales training programme for our UK sales team. It enabled the newer members of the team to quickly progress, whilst growing in confidence and having the belief to ask the right questions to the right people! The course was absolutely relevant as it was tailor made for our industry.” Sales Director “I was delighted with the sales training programme that BMS Performance designed and delivered to our team.They compiled a structured and thoroughly well researched course specifically tailored to our industry and catered for the differing levels of experience and knowledge that existed amongst the delegates.” Sales Director “I found BMS Performance to be responsive, flexible and most of all committed to delivering a first class programme.Their consultants invested the time to understand our business, culture and current challenges and were therefore able to create a bespoke programme that addressed all of our needs and requirements.” Head of HR
interactive engaging effective 0800 279 2602 info@bmsperformance.co.uk www. bmsperformance.co.uk
Open Course Programme Sales Training Courses Performance Selling Foundation Selling
sales process and provide individuals who are new to sales with both structure and confidence in professional selling.
Our flagship 2 day course provides delegates with a more advanced, contemporary sales process. With a strong focus on diagnostic questioning, this course provides the structure to confidently uncover the needs of their clients, effectively present a Value Proposition and move through the process to close for commitment.
Business Telephone Selling
Negotiation Skills
This 2 day course is designed for sales people who have to proactively generate sales pipeline using the phone. This could include generating appointments, following up enquiries or gaining commitment from a client. The workshop involves a high degree of skills practice, group tasks, LIVE calling and coaching sessions.
With all companies looking to put an end to a concession and discounting culture, this 2 day workshop is designed to help delegates move away from price driven discussion and focus on building a value partnership by introducing trading variables to the negotiation.
This interactive 3 day course is an introduction to consultative selling for individuals with limited or no sales experience. We introduce a six step
Presentation Skills Account Management A 2 day workshop aimed at providing delegates with the initiatives and strategies to increase revenue from an existing or established account base. This includes topics such as developing relationships, up and cross selling, navigating your accounts effectively and positioning yourself as a trusted advisor as opposed to a standard supplier.
By understanding body language, personal awareness and vocal delivery, this energetic and interactive 2 day workshop provides delegates with the techniques to deliver a compelling message through presentations. We use record and play back to highlight areas for development and work as a group to identify techniques to deliver a presentation with high impact.
interactive engaging effective 0800 279 2602 info@bmsperformance.co.uk www. bmsperformance.co.uk
Improving skills in specific areas of the sales process Open Courses are designed to provide a timely and cost effective way of training individuals on a specific skill set. A mixed group of sales professionals from various industries and experience creates a positive and productive learning environment to share experiences and discuss best practice. Our heritage dates back 25 years and throughout this time, our expertise and focus has always been on the performance and improvement of sales teams and businesses. BMS Performance works on the concept of ‘making good great’ and we believe that marginal improvements in key areas of the sales process will have a significant impact on the end result.
Feedback A key part of attending an Open Course is the skill of putting that theory into practice. We support line managers in this area with our Manager’s Coaching Guides. These highlight key learning points from each course and provide the tools for managers to embed the learning. To support this further our Client Services Managers deliver feedback to the line managers which include the delegates performance, areas of strength and opportunities for development.
Endorsements All of our Open Courses are endorsed by the ISMM (Institute of Sales & Marketing Management) which is widely recognised as the benchmark for high quality sales training programmes. Every delegate receives an ISMM endorsed certificate after attending an Open Course.
Support Our belief is that attending the Open Course is only one part of the learning process and equally as important is the preparation, follow up and reinforcement of the content. Our Client Services Managers are on hand to help choose the best course for your delegate and help with any initial planning, questions or reinforcement queries you may have. We limit the delegate numbers on each course to ensure that our trainers can spend time on practical exercises and coaching the individuals to ensure the training is as effective as possible.
interactive engaging effective 0800 279 2602 info@bmsperformance.co.uk www. bmsperformance.co.uk