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Sales training bags the results for Cleanaway

Anthony Landale (Management Writer based at Dyers Hill, Charlbury, UK)

Industrial and Commercial Training

ISSN: 0019-7858

Article publication date: 1 August 2004

Abstract

A new sales training initiative has helped waste management company, Cleanaway UK, to boost its profits significantly. The focus of the company has been to generate more business in higher margin sectors and underpinning this initiative has been the requirement for the sales team to take a new approach to planning and prospecting. Training delivered by STC has helped to motivate the sales team as well as teaching them how to maintain a regular pipeline of new prospects. Additionally STC has helped participants to develop key skills in the areas of managing their territory and their relationships. One to one executive coaching has run alongside the training to provide support and skills tuition to Cleanaway's sales managers. The results for the company have been stunning with sales consultants more than doubling the number of visits they are making to clients and achieving substantial increases in written contracts.

Keywords

Citation

Landale, A. (2004), "Sales training bags the results for Cleanaway", Industrial and Commercial Training, Vol. 36 No. 5, pp. 216-218. https://doi.org/10.1108/00197850410548639

Publisher

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Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited