In a strong technical and engineering environment, the owners and management at Thermal Electrics realised that sales weren’t converting as often as they should be. They started listening to their staff’s sales conversations and realised this was where their chokehold was. As a result, they decided it was time to create a baseline and introduce new systems surrounding the leadership of their sales team, as well as creating a culture where everyone in the organisation could have sales conversations at some level or another. With an already strong culture of growth they felt it imperative to up the ante and introduce modern day selling approaches to take them into the future and remain cutting edge. Bernadette McClelland was asked to provide that baseline, assisting with training the team in the psychology of the buyer and seller, and providing a pathway for the internal team to pick up the baton, embed the learnings and retain control by coaching the team after the fact.
Since working with Bernadette Thermal Electrics have had a year of solid sales growth. Commercial conversations have improved plus sales conversions have increased considerably. Some staff who thought they had it nailed prior are now more open to new ways of doing business. Bernadette’s style and methodology was ‘invaluable to the company’ and her teachings have been incorporated into the company culture and still being used today.
“Bernadette did more than hand out a workbook and teach, she put people in the hot seat and engaged us all as she stepped through scenarios, ensured we enjoyed the role plays and facilitated through the use of group coaching and discussion. We have recommended Bernadette to the TEC circuit as she delivers brilliantly and practices what she preaches. Our most effective training yet!” Julie Jardine Managing Director Thermal Electrics