Case Studies

Challenge

As part of the quarterly activity with Softcat, Jo Hall - Dell’s Channel Development Manager - contacted Natural Training to run a day of Natural LIVE!© with a number of identified objectives set for the day. With a product demo day and seminar set for a future date, the main drive for the day was to help the Softcat sales team become confident in using the Dell messaging when calling customers and prospects to fill the available places at the upcoming event. Any qualified face-to-face appointments with potential clients would be an added bonus.

Solution

Natural LIVE! is a sales training format combining a high level of sales calls with bite-size training pieces tailored exactly to what the team do and highly reactive to how their calls are going on the day. Targets were set at 3 new opportunities each for the team of six. During the sessions each individual style was improved and a number of new techniques were adopted. By practising the new techniques as part of the activity, the newly formed skills became part of their daily roles, old bad habits were broken and new effective ones were formed and became second nature.

Energy levels were kept at an optimum throughout the day and focused messaging peppered with the right amount of product information filtered through all of the calls ensuring there was 100% focus to the task on the day. Having Jo and the Dell team on hand also encouraged the partnership between the sales team and their Vendor support personnel.

Results

Another very successful day for both Softcat and Dell. 31 new business opportunities generated on the day. The Softcat team is motivated, selling Dell more effectively and generating more business opportunities. Dell is strengthening the partnership, providing a great value-add to a valued reseller and generating Dell business from the existing client infrastructure and new prospects.

“The results speak for themselves. The trainer was excellent - very focused with loads of energy. The training sessions have just enough “storage market background” and were packed with “customer facing” ideas.
Mark Maclean, Dell - UK Enterprise Solution Consultant

“Extremely productive, enjoyable and very valuable – we unearthed 31 new opportunities in a single day with Natural Training where previous efforts had yielded only three. It’s a great way for the Channel Development Managers to work closely with Reseller teams to help them build confidence in articulating the Dell messaging and for us to get that message across to their customers to generate new opportunities – a real win-win situation for all.”
Jo Hall, Dell - Channel Development Manager