Sales Blueprint Training Case Study
The Challenge
GBG is is a global leader in identity verification, location intelligence and fraud prevention.
Having acquired many businesses over the years, there was a sense of a disparate sales effort, lots of tools, some redundant, and a lack of distinct sales culture.
With each sales team doing their ‘own thing’, the inconsistentency was making the customer journey disparate and staccato. it was also dificult to scale, recruit and grow.
They wanted a training partner to work through the sales transformation process and create a GBG sales Blueprint for everyone to follow.
The Solution
We partnered with GBG to drive a full Sales Transformation. We began with an Executive Insights workshop and stakeholder collaboration, including leaders from Business Operations and Customer Experience. A discovery and audit phase captured and analysed sales processes across 8–10 business units. From this, we created and launched the “GBG Sales Blueprint” – a shared, flexible sales methodology tailored to multiple divisions. Activation included targeted training across field, desk, channel, and leadership roles, backed by a sustained coaching and management enablement stream.
- Overall company sales processes researched: 8 days
- Blueprint defined, created and approved: 6 days
- Comms campaign created: 3 days (40 day rollout)
- Training design sales teams & managers: 13 days
- Training managers (14): 6 days (12 month rollout)
- Training salespeople (127): 22 days (12 month rollout)
- Sustained learning programme: 20 assets
- Customer Experience (34): 8 days (3 month rollout)
See our Sales Blueprint programme for more details.
This sales model wheel is at the heart of everything GBG does. It enables them to effectively recruit, retain and develop the right talent.
Each Quadrant is a series of workshops, blended learning resources and tools designed to streamline the process.
The Result
In just a few weeks, we defined, approved, and launched the Blueprint. Training spanned 127 salespeople, 14 managers, and 34 CX professionals, with a rollout across 12 months. A library of 20+ learning assets was created to embed the new approach.
Now in Year 3, GBG continues to report improved alignment, scalability, and cultural cohesion across its sales organisation.
£2.8m of additional sales in the first year
22% increase in cross-sells and up-sells
At least one extra sale per person trained
Working with Natural Training helps our good sales people build on their natural inclination and gave them a formula for success. It helped our people learn why they are good, allowing them to replicate their winning ways. It also delivered a sales coaching philosophy across the team, so that continual improvements can be delivered.
Cathie Hall
MD Customer Services & Ops
We put a big challenge forward to Natural, which was to take the 8 various sales processes used by our businesses and combine them into one sales model. Via a series of common-sense and well-executed iterative interviews and engagements, the Natural team managed to do it in 8 weeks, to everyone’s complete satisfaction. The GBG Sales Blueprint is alive and well in our business today, sitting at the heart of our training and informing our processes including our new MSD cloud-based CRM. I highly recommend Natural – they are smart, easy to do business with, and get results.
Darren Birtwell
Sales Enablement Manager
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