Richard Lane, managing partner at Newcastle-based sales consultancy durhamlane, is working closely with clients to help them improve their sales graduate programmes. He explains more about the benefits of the firm’s approach.
Recruiting experienced sales people is tough enough but selecting and training high calibre graduates for businesses that want to harness youth, ambition, enthusiasm and raw talent with established sales processes can be a daunting experience. It requires a deft touch and a genuine insight into a client’s business to separate the wheat from the chaff.
And it doesn’t stop there. Once you have honed your search, and recruited your sales graduates, it’s vital that you continue to invest through structured training programmes which channel the skills and potential of your young team in the right direction and, ultimately, ensure they deliver as drivers of growth and economic prosperity.
That’s why we have developed our sales graduate programme – to create future generations of high quality sales professionals who are fully equipped with the skills their employers want and are ready to succeed.
After we have helped recruit graduates and placed them with employers, we continue to work with them over a 12 month period to develop fully their selling skills. This begins with the graduates undertaking intensive ‘start-up’ sales training followed by a series of one-to-one coaching sessions, delivered by highly experienced sales coaches, before selecting from a range of master class workshops that boost and fine tune their sales techniques.
Throughout the process, the graduates are able to tap into a valuable array of online resources via durhamlane’s Sales Community Portal, which provides 24/7 access to additional learning tools and templates as well the opportunity for interaction with peers and experts to reinforce learning.
One company to benefit from the programme is Cedrec, which specialises in providing public and private sector organisations with help and advice in understanding, interpreting and complying with safety and environmental legislation and regulations.
The firm, which is targeting growth and expansion over the coming months, has hired two sales graduates through durhamlane.
Lancaster-based training management software provider accessplanit is another to benefit from the sales graduate programme.