VPS approached us to help assess their sales team and help identify key team strengths and also areas where there was a requirement for development. It was important to do this in a training environment but to make it as realistic as possible.
VPS (Vacant Property Specialists)are the trusted specialists in securing, maintaining and managing vacant properties across a wide range of customer and industry sectors globally. Their core services are designed to provide a comprehensive package from an initial risk assessment, to security, including guarding, monitoring, clearing, cleaning, maintenance and preparation. These expert services protect properties against unauthorised access, crime and a variety of hazards that can threaten the property.
Their services are designed to provide property managers, estate directors and landlords with complete peace of mind and the reassurance that the empty property is safe and secure. Most importantly they help to retain the properties value and to meet insurance compliance requirements.
meta-morphose arranged a series of meetings and worked with the VPS senior sales team to create a Mission Programme. It was based on a realistic business scenario that would allow the sales individuals to demonstrate their sales skills and techniques but in a "safe" training environment, away from their normal workplace.
The delegates were put into syndicate teams and competed to win the Sales Contract which was awarded to the highest performing team. Over the two day module they had to deal with tough decision making, sales presentations, sales meetings and negotiations with "live" experienced buyers - all of the events were filmed allowing the senior sales team to evaluate performance.
It does sound a little like "big brother", but importantly filming allows both the sales people and their manager to highlight the positives and work on the negatives.
It is also a great way to practice sales techniques without the fear of making mistakes in the real world.The Mission was a huge success with delegates walking away from the programme motivated and ready to apply learning back in the workplace.
Gavin Pringle, VPS Sales Director said:
"The Mission was really useful - it allowed us to measure the ability of our sales people and identify any skills gaps in a realistic training environment. Each sales scenario presented a new challenge for the guys and it was fascinating to see them work on their own and as part of a team. The learning we have taken from the Mission is invaluable and will undoubtedly inform decisions we make about sales team structure and any additional training and development. Thank you meta-morphose"
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