Case Studies

Challenge

GSM Europe is the licensee and distributor of the popular Billabong brand. Field sales reps focus on new and existing surf, skate and snow retailers. The aim, as with most field sales teams, is to build rapport with each retailer, and increase mindshare, visibility and ultimately sales. Sales Manager Vashti Dray was looking for some sales training for the field sales team. The group had little or no previous sales training but knew their products and clients well. The brief to us was to turn “good client relationships into sales revenue”.

Solution

Natural Training designed two days of quality, interactive sales training spread over 2 months that would address the sharper end of achieving stronger sales revenue: incisive questioning, objection handling, negotiation and closing. There were some big personalities in the group, so we had to really focus on engaging the group and challenging them regularly. As always, we provided fresh field selling ideas without stripping away the wonderful, relaxing nature of individual natural style that was effective in gaining results. Meeting skills were also important – not the usual boardroom meetings but within retail outlets or fashion displays and events, so we made sure everyone had the skills to conduct great meetings.

Results

Billabong sales have achieved new heights, owing to the extra focus, planning and skill-set development from the training. Billabong further requested Natural Training deliver company-wide training sessions to the sales teams in France, Spain, Netherlands, Russia, Germany and Belgium.

“Excellent course – Very motivating! Thank you!”

Vashti Dray

“An excellent training session. I enjoyed this immensely. It was a fresh approach, very beneficial and very positive throughout!”

Mike Bradley (Sales Manager)

“It was a modern and fresh approach to some established ideas, delivered with enthusiasm and honesty”.

Robin Williams