The company has a team of engineers who sell aero-engine parts to airlines, repair shops and asset management companies.
The team has very aggressive targets to meet. However, none of the team at that stage had undergone any sales training. They could sell the parts which were in demand but were having considerable difficulty in selling low demand products.
Charter designed a series of training modules including; Consultative & Empathy Selling Skills, Key Account Management and Negotiating Techniques. These were conducted in-house with the sales team and their sales manager.
The training assisted the company in a restructuring exercise, deploying individuals in their areas of expertise.
As the company relies on the parts available at any one time to sell it is impossible to define any short term benefits our intervention has brought to the business. They are, however, one of the Fastest Growth Companies in Wales.