Nicola Hartland, CEO, Xcel Sales. Cold calling is dead, smart calling is very much alive

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3 Todays Seminar: Nicola Hartland, Xcel Sales David Meyer, Clarify Craig Williams, Precise Target Barinder Hothi, The Knowledge Academy Ross Owen Williams, Recruitment Guide Close Networking

4 Nicola Hartland, CEO, Xcel Sales Cold calling is dead, smart calling is very much alive

5 Cold calling is dead, smart calling is very much alive

6 David Meyer, managing director, Clarify Innovate your sales approach to differentiate

7 Innovate your sales approach to differentiate

8 Innovate your sales approach to differentiate David Meyer Clarify February 2017

9 Waves of Change 9

10 Business / Operating Model Impacts 10

11 Breakout What are the biggest disruptors in your business today? What are your salespeople telling you? What could you be missing? 11

12 Impact of this change - Sales 12

13 Impact of this change - Sales Order takers Explainers Navigators Consultants 37% Job decline 27% Job decline 17% Job decline 10% Job increase 1.6M vs 1.0M 1.5M vs 1.1M 0.9M vs 0.75M 0.5M vs 0.55M 13

14 Some good news 14

15 How can I get started? Get your goals Make the sales Optimise sales Adopt a flexible aligned measurements talent acquisition & sales leadership clear development style 15

16 The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn 16

17 Innovate your sales approach to differentiate David Meyer Clarify February 2017

18 Craig Williams, managing director, Precise Target Sales recruitment, doing it right

19 Sales recruitment, doing it right

20 Barinder Hothi, co-founder, The Knowledge Academy Grow a sales team fit for purpose, and they will grow the business

21 Building Resilient Sales Teams For 2017 and beyond Project Management, Management & Leadership Business Architecture & Systems Design Technical & Programming Computer Software Business & Corporate Web, Marketing, PR &Social Legal, Finance & Accounting Workplace Requirements 2016 The Knowledge Academy Ltd 21

22 The Knowledge Academy Ø Founded in 2009 by Barinder and Dilshad Hothi Ø The largest owner managed international training providers Ø Turnover at 30M PA in under 8 years Ø 90 training centres throughout the UK Ø Further 150 locations globally (US, CAN, AUS, NZ) Ø permanent employed staff Ø Offices in Bracknell, London and Birmingham Ø Private Business Awards Entrepreneurs of year 2014 Ø EY Entrepreneurs of the year 2015 London and South 2016 The Knowledge Academy Ltd 22

23 11 years Personal Sales Expertise 2016 The Knowledge Academy Ltd 23

24 + 8 years - Building TKA Global Sales team Sales Team - 87 Inbound sales Outbound Sales Account Managers Team leaders Sales Managers Sales Trainers Online sales Telesales Face to Face sales Lead Generation LinkedIn Facebook Blogging PR Google SEO Advertising Webinars Exhibitions CRM Incentives Commission Structures Targets Conflict management Recruitment HR Performance management 2016 The Knowledge Academy Ltd 24

25 The challenges of building Sales Teams Recruitment: Sales as a Profession Expense Time Right candidates Low unemployment rates Sales Training/ on-boarding Performance management Motivation Retention 2016 The Knowledge Academy Ltd 25

26 Solution : Apprenticeships What is an Apprenticeship? Work based learning programme Role specific Assessed through evidence collection, assignment, synoptic project and final end point assessment Who can be an Apprentice? Existing and new staff Anyone who requires upskilling change of role / new responsibilities How long does a programme last? Must last 366 days Dependent on standard and complexity most are months What is the apprentice journey? Training on-site or off-site at one of our permanent centres Monthly assessor visits Evidence collected Pieces of work set Progress managed Regular reviews Employer, Assessor and Apprentice assess when ready for End Point Assessment End Point Assessment Grading Completion! 2016 The Knowledge Academy Ltd 26

27 How is an Apprenticeship Funded? The Levy 3M + payroll 0.5% of payroll - 15,000 allowance = annual levy payment Monthly payments with NI Stored in a digital account for 2 years to be drawn down to fund apprenticeship training Cannot fund apprentice wages, travel expenses, other cost Co-investment Non-levy payers or levy payers that have spent levy Government contributes 9 for every 1 the employer puts in 2016 The Knowledge Academy Ltd 27

28 Benefits of New Standard An Employer designed and recognised Qualification Recruitment Industry recognised qualification that encompasses knowledge, competencies and behaviours Training programmes attract employees who want to continue develop and improve Easier to teach skills than attitude Sales Training/ on-boarding Unify training across organisation and teams Performance management Link to KPIs and targets to track progression Motivation Training improves sales performance of salesperson Retention Show investment in staff Train people well enough so that they can leave, Treat them well enough so they don t want to - Richard Branson 2016 The Knowledge Academy Ltd 28

29 IT Technical Sales Person Apprenticeship Aimed at: Sales Associates, Sales Consultants, Sales Engineers, Customer support and Technical Telesales Technical Competencies Communication skills, Customer experience, Data security, Problem solving, Qualification of sales opportunities, Project management Sales Process Database/Campaign management 2016 The Knowledge Academy Ltd 29

30 IT Technical Sales Person Apprenticeship Technical Knowledge & Understanding IT Architecture Cloud and Cloud Services Unified Communications Data Storage Principals secure coding Understanding business offering and its vendors products Sales Knowledge Communication using appropriate language to both a technical and non technical audience Understanding the sales cycle Negotiation, objection handling, closing Competitors SWOT 2016 The Knowledge Academy Ltd 30

31 IT Technical Sales Person Apprenticeship Underpinning Skills Attitudes and Behaviours Logical and creative thinking Organisational skills Maintaining a professional and secure work environment Ability to work with a range of internal and external people Using own imitative Ability to work independently Take responsibility Time management 2016 The Knowledge Academy Ltd 31

32 IT Technical Sales Person Apprenticeship Mandatory English and Maths Level 2 to be achieved by completion Professional Recognition - eligible for entry on to the Register of IT technicians Duration 12 months Level 3 Apprenticeship 2016 The Knowledge Academy Ltd 32

33 Other Apprenticeships 2016 The Knowledge Academy Ltd 33

34 Next Steps Meet the team today Arrange a free consultation Call us for an Informal chat Take a brochure Visit our website The Knowledge Academy Ltd 34

35 Grow a sales team fit for purpose, and they will grow the business

36 Ross Owen Williams, head of global online content, Recruitment Guide, and author of The Recruit Mentor books Encouraging Sales through Social Media

37 Encouraging Sales through Social Media

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