Todays Seminar:

• Nicola Hartland, Xcel Sales• David Meyer, Clarify• Craig Williams, Precise Target• Barinder Hothi, The Knowledge

Academy• Ross Owen Williams, Recruitment

Guide• Close• Networking

Nicola Hartland, CEO, Xcel Sales

‘Coldcallingisdead,smartcallingisverymuchalive’

‘Coldcallingisdead,smartcallingisverymuchalive’

David Meyer, managing director, Clarify

‘Innovate your sales approach to differentiate’

‘Innovate your sales approach to differentiate’

Innovate your sales approach to differentiate

David MeyerClarifyFebruary 2017

Waves of Change

9

Business / Operating Model Impacts

10

Breakout

11

What are the biggest disruptors in your business today?

What are your salespeople telling you? What could you

be missing?

Impact of this change - Sales

12

Impact of this change - Sales

13

Order takers37% Job decline1.6M vs 1.0M

Explainers27% Job decline1.5M vs 1.1M

Navigators17% Job decline0.9M vs 0.75M

Consultants10% Job increase0.5M vs 0.55M

Some good news

14

How can I get started?

15

Get your goals aligned

Make the sales measurements

clear

Optimise sales talent acquisition &

development

Adopt a flexible sales leadership

style

16

“The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn”

Innovate your sales approach to differentiate

David MeyerClarifyFebruary 2017

Craig Williams, managing director, Precise Target

‘Sales recruitment, doing it right’

‘Sales recruitment, doing it right’

Barinder Hothi, co-founder, The Knowledge Academy

‘Grow a sales team fit for purpose, and they will grow the business’

21© 2016 The Knowledge Academy Ltd

Business Architecture &

Systems Design

Project Management,Management & Leadership

Computer Software Business & Corporate

Web, Marketing, PR &Social

Legal, Finance &Accounting

Workplace Requirements

Technical &Programming

BuildingResilientSalesTeams

For2017andbeyond…

22© 2016 The Knowledge Academy Ltd

TheKnowledgeAcademyØ Foundedin2009byBarinderandDilshadHothiØ ThelargestownermanagedinternationaltrainingprovidersØ Turnoverat£30MPAinunder8yearsØ 90 trainingcentresthroughouttheUKØ Further150locationsglobally(US,CAN,AUS,NZ)Ø 300+permanentemployedstaffØ OfficesinBracknell,LondonandBirminghamØ PrivateBusinessAwardsEntrepreneursofyear2014Ø EYEntrepreneursoftheyear2015 LondonandSouth

23© 2016 The Knowledge Academy Ltd

11years– PersonalSalesExpertise

24© 2016 The Knowledge Academy Ltd

+8years- BuildingTKAGlobalSalesteam• SalesTeam- 87• Inboundsales• OutboundSales• AccountManagers• Teamleaders• SalesManagers• SalesTrainers

• Onlinesales• Telesales• FacetoFacesales• LeadGeneration

• LinkedIn• Facebook• Blogging• PR

• GoogleSEO• Advertising• Webinars• Exhibitions

• CRM• Incentives• CommissionStructures• Targets• Conflictmanagement

• Recruitment• HR• Performancemanagement

25© 2016 The Knowledge Academy Ltd

ThechallengesofbuildingSalesTeams• Recruitment:SalesasaProfessionExpenseTimeRightcandidatesLowunemploymentrates• SalesTraining/on-boarding• Performancemanagement• Motivation• Retention

26© 2016 The Knowledge Academy Ltd

Solution:Apprenticeships• WhatisanApprenticeship?

– Workbasedlearningprogramme– Rolespecific– Assessedthroughevidencecollection,assignment,synopticprojectandfinalendpointassessment

• WhocanbeanApprentice?– Existingandnewstaff– Anyonewhorequiresupskilling– changeofrole/newresponsibilities

• Howlongdoesaprogrammelast?– Mustlast366days– Dependentonstandardandcomplexitymostare12– 24months

• Whatistheapprenticejourney?– Trainingon-siteoroff-siteatoneofourpermanentcentres– Monthlyassessorvisits

• Evidencecollected• Piecesofworkset• Progressmanaged

– Regularreviews– Employer,AssessorandApprenticeassesswhenreadyforEndPointAssessment– EndPointAssessment– Grading– Completion!

27© 2016 The Knowledge Academy Ltd

HowisanApprenticeshipFunded?• TheLevy

– £3M+payroll– 0.5%ofpayroll- £15,000allowance=annuallevypayment– MonthlypaymentswithNI– Storedinadigitalaccountfor2yearstobedrawndowntofundapprenticeshiptraining– Cannotfundapprenticewages,travelexpenses,othercost

• Co-investment– Non-levypayersorlevypayersthathavespentlevy– Governmentcontributes£9forevery£1theemployerputsin

28© 2016 The Knowledge Academy Ltd

BenefitsofNewStandard• AnEmployerdesignedandrecognisedQualification• Recruitment

– Industryrecognisedqualificationthatencompassesknowledge,competenciesandbehaviours– Trainingprogrammesattractemployeeswhowanttocontinuedevelopandimprove– Easiertoteachskillsthanattitude

• SalesTraining/on-boarding– Unifytrainingacrossorganisationandteams

• Performancemanagement– LinktoKPIsandtargetstotrackprogression

• Motivation– Trainingimprovessalesperformanceofsalesperson

• Retention– Showinvestmentinstaff– ‘Trainpeoplewellenoughsothattheycanleave,Treatthemwellenoughsotheydon’twantto’- RichardBranson

29© 2016 The Knowledge Academy Ltd

ITTechnicalSalesPersonApprenticeship• Aimedat:SalesAssociates,SalesConsultants,SalesEngineers,CustomersupportandTechnical

TelesalesTechnicalCompetencies• Communicationskills,• Customerexperience,• Datasecurity,• Problemsolving,• Qualificationofsalesopportunities,• Projectmanagement• SalesProcess• Database/Campaignmanagement

30© 2016 The Knowledge Academy Ltd

ITTechnicalSalesPersonApprenticeshipTechnicalKnowledge&Understanding• ITArchitecture• CloudandCloudServices• UnifiedCommunications• DataStorage• Principalssecurecoding• UnderstandingbusinessofferinganditsvendorsproductsSalesKnowledge• Communicationusingappropriatelanguagetobothatechnicalandnontechnicalaudience• Understandingthesalescycle• Negotiation,objectionhandling,closing• CompetitorsSWOT

31© 2016 The Knowledge Academy Ltd

ITTechnicalSalesPersonApprenticeshipUnderpinningSkillsAttitudesandBehaviours• Logicalandcreativethinking• Organisationalskills• Maintainingaprofessionalandsecureworkenvironment• Abilitytoworkwitharangeofinternalandexternalpeople• Usingownimitative• Abilitytoworkindependently• Takeresponsibility• Timemanagement

32© 2016 The Knowledge Academy Ltd

ITTechnicalSalesPersonApprenticeship

• MandatoryEnglishandMathsLevel2tobeachievedbycompletion• ProfessionalRecognition- eligibleforentryontotheRegisterofITtechnicians• Duration12months• Level3Apprenticeship

33© 2016 The Knowledge Academy Ltd

OtherApprenticeships

34© 2016 The Knowledge Academy Ltd

NextSteps…• Meettheteamtoday• Arrangeafreeconsultation• CallusforanInformalchat• Takeabrochure• Visitourwebsitehttps://www.theknowledgeacademy.com/apprenticeships/

‘Grow a sales team fit for purpose, and they will grow the business’

Ross Owen Williams, head of global online content, Recruitment Guide, and author of The Recruit Mentor books

‘Encouraging Sales through Social Media’

‘Encouraging Sales through Social Media’