SJC are one of the most established and successful commercial recruitment companies in the South West, with offices in Bath, Bristol, Swindon and Reading.
As with many recruitment and staffing organisations, the challenge facing SJC was how to further develop their sales force effectiveness, as well as the energy and team spirit amongst their customer facing staff.
Any solution needed to enable attendees to take some quality time out of the business to work on the business and develop their skills in innovation and quality thinking with regards to business development initiatives.
An intensive needs analysis workshop with all the staff was held initially to ensure any training and development carried out would meet all the needs within the business. The programme developed, affectionately known as "Cutting The Edge", was a three session programme run over a three month period, off-site at a 17th Century mansion in Wiltshire.
A seven-point sales planning tool was developed uniquely for SJC during the programme, that ultimately became the guiding sales approach for new and existing consultants within the business.
To ensure the realisation of tangible goals throughout the programme, following the completion of each session, attendees were set "live" assignments directly relating to existing and potential business opportunities, to be actioned and reported on prior to the next session.
Immediately, the confidence levels of SJC's consultants increased dramatically, resulting in a substantially higher number of new business activities and a consequential increase in revenue.
Furthermore, the staff were significantly more energised in how they approached their business, their customers, their candidates and each other. The resultant effect, again, impacting extensively on their individual and team revenue results.
What they said..
The last three months of training that you have provided for our consultants have been absolutely wonderful. The passion and enthusiasm you have for developing people has clearly rubbed off on our staff, and the new ideas you have introduced to them are now key components of our day-to-day business model.
What has impressed me especially is that the programmes you have run for us here at SJC have exactly met the requirements highlighted in the analysis workshops you held on that first day with us, and weren't just a "one size fits all" solution.
I look forward to using your services more in the future and to more of that Innergy being spread around our offices!"
Sara Child Managing Director, SJC