Case Studies

Challenge

Totaljobs.com is the UK's most visited commercial recruitment website holding the biggest selection of vacancies. Natural Training was contacted by the head of sales at Totaljobs to help the group of Key Account Managers (B2B sales) to lift their proactive selling efforts with new skills and motivation. The brief included the way sales team interacted with clients, prospected, asked key questions, took briefs, delivered great solutions, communicated and overcame buyer objections. There was also the need to close more often and to protect revenue margins – not easily giving in to customer demands to lower prices. Sales were mostly phone based but from time to time included meetings.

Solution

The training was delivered over two days and was highly practical in nature meaning the latest behavioural-based skills, live case studies and real client scenario were used throughout. We had solution selling as a theme because Totaljobs is much more than a product – it’s a way of delivering on real recruitment outcomes. Key consultation skills were developed, and the sales team found that they were better able to uncover needs and communicate solutions that helped customers reduce risk and feel that they were getting great value.