Mercedes Benz – Modular Bespoke Sales Training
Seeking to differentiate their training from industry standards, the Mercedes Benz UK Truck Division collaborated with RightTrack Learning to develop a distinctive and bespoke sales training programme tailored for seasoned sales professionals. Emphasising market share growth and enhanced sales management, the training targeted territory management, customer relationships, and interpersonal communication skills.
- A tailored four-module programme spanning across 8 days focusing on business management, value creation, selling techniques, and winning strategies
- Praised for professionalism and effectiveness by the National Sales Manager
- Emphasised market share growth and continual professional development
- Integrated ILM certification offers 12-month free membership benefits.
The Story
Mercedes Benz UK Truck division was in search of a bespoke sales training programme that didn’t replicate those generally used in the industry; in line with the brand, Mercedes required training that would stand out from their competitors. The programme had to engage the type of professional Sales person who’d ‘‘been there, seen it’’ and would almost certainly prefer to be out ‘on the road’, not sat on a training course.
There were certain criteria that the programme had to meet and compromise was not an option:
- To build UK market share for the Mercedes Truck Brand
- To address enhance the professional management of the sales process, territory management, customer relationships and interpersonal communication skills
- To make continual professional development a strong focus for both new and well-established members of the Mercedes Truck sales force
- To provide an externally recognised and certified course through by an established external body – in this instance, the Institute of Leadership & Management (ILM)
The Programme
Module 1: Managing The Business
- Day 1: Programme positioning and introduction to role, introductions, programme outline, objectives, goal setting and achieving goals. Overcoming obstacle and identifying opportunity using market intelligence.
- Day 2: Managing opportunities, territory management, developing and working on account plans, time management to optimise selling and minimise distractions and transfer learning – personal action plans.
Module 2: Identifying & Creating Value
- Day 3: Review of Module One, presenting transfer learning assignments and evaluating the complete sales proposition. How to create value and communicate it to customers, the Customer Journey – how different customers buy understanding the DMU and DMP.
- Day 4: Organisational Sales Process, how we sell, identifying opportunity, presenting credentials and fact-finding. Clarifying and agreeing the customer’s requirement and transfer learning – personal action plans.
Module 3: Selling The Value (Day Five & Six)
- Day 5: Review of Module Two and presenting transfer learning assignments, how to develop and use personal influence in selling. Understanding and using push-pull styles, presenting benefits influentially, presenting value influentially and Practice sessions.
- Day 6: Gaining insights to human behaviour, transactional Analysis, learning to read body language in others and learning to adopt positive body language techniques. Applying influencing and behavioural skills when presenting credentials, proposals and quotes, practical sessions and transfer learning –– personal action plans.
Module 4: Winning The Business (Day Seven & Eight)
- Day 7: Review of Module 3, presenting transfer learning assignments, managing the sale short and long sales cycle, achieving agreement, assessing and handling objections effectively, preparing for and completing the negotiation to close the sale and practice sessions.
- Day 8: Developing customer relationships, gaining referral, major review of entire programme, presentations, transfer learning –– personal action plans.
The Impact...
“RightTrack has established its credibility and capability as a truly professional sales training provider with us all at Mercedes Benz Trucks in the UK.” – National Sales Manager
In the 12 months following the roll out of the training, market share increased between 1-3% across the UK regions providing a clear ROI.