Home > News > September 2004 > 22-Sep-2004

Prosell work with Lafarge on sales team development

Training and development company Prosell has extended its long-term relationship with building materials supplier Lafarge through a project to develop Lafarge’s Account Management and Internal Sales Management teams within its Roofing organisation.

Prosell created a tailored coaching programme to help increase the effectiveness of Lafarge’s existing internal development programmes and of the company’s approach to customers.

Initially, Prosell reviewed the sales and service objectives of the customer-facing Account Management team as well as their knowledge and aptitude in responding to new challenges in the market. Prosell then developed a methodology for managing customers more effectively and used direct coaching techniques designed to embed best-practice methods in the team and to ensure Account Managers were fully confident in their implementation and reinforcement.

In addition, a two-day coaching workshop was run for Internal Sales Managers to provide the necessary set of skills to coach and develop their own sales teams. Once completed, Prosell conducted an assessment of the current skill base in each of the teams, with the newly trained managers being able to contribute to the observation, assessment and feedback process of each team member.

To help support the sales teams, a specific development programme was put in place, devised to address ongoing areas of development. Prosell continues to deliver follow-up training to address issues that arise, such as a recently highlighted skill gap in handling difficult situations. This was rectified by a two-day workshop.

"Prosell has really helped us with the ongoing development of our sales teams", said Carole Neale, Training Manager for Lafarge in the UK. "We wish to create an environment where personal development is paramount and our customer service constantly improves and the ongoing coaching and development of our sales staff is having a demonstrable impact on the culture of the organisation. Externally, the results speak for themselves, from our regular external Market Survey our customers have rated us 8.25% higher than all our competition in knowledge of product and service levels."

Guy Sellwood, Managing Director of Prosell, commented: "We are delighted to have continued our relationship with Lafarge and to have been influential in assisting them to reach their sales and service objectives. Fully supporting new learning through application is central to our approach. Effective coaching from line management delivers culture change and ensures improving service levels for the future."

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