The Natural Training Company is celebrating success in the London region’s 2010 National Training Awards. The company has been honoured for a pioneering sales training programme that helped EMC, a provider of information infrastructure solutions, to exceed its targets for the project.
Through the ‘Natural LIVE Call-Out Day’ programme, which was run nationwide over a 12-month period, over 350 EMC Inside Sales personnel and channel partners had their selling techniques augmented in coaching sessions, departing from traditional ‘chalk and talk’ training methods.
As a result of the training, EMC’s sales teams were able to accelerate past the project’s initial targets, exceeding projected performance benchmarks and contributing to a greater opportunity pipeline to the business. This success reflects the training’s focus on improving cold-calling skills, which has helped generate a higher number of sales leads across the organisation.
The volume of business leads secured through the programme was one of the key achievements praised by the National Training Awards judges.
Natural Training’s managing director Paul Owen says: “EMC showed tremendous vision in how they responded to the recession. Rather than slashing training budgets in an attempt to save money, they decided to give their inside sales teams and channel partners the best chance of succeeding despite the weak economy. We are thrilled that the training investment paid off so well for the company and its inside sales professionals.”
Charlotte Campbell, director, sales skills EMEA at EMC, adds: “Together, EMC and Natural Training achieved something extraordinary. Through Natural LIVE, our trainees developed more confidence in calling new customers, new behaviours to make them more effective on the phone and a renewed sense that selling can be exhilarating and rewarding. The success of the programme was due to a mixture of the energy NT brought to the day, combined with some of their fresh sales training ideas.
“Importantly, Natural Training was able to truly partner with EMC through flexing its approach to meet our business needs.”