Case Studies : Airline
The Challenge
As part of a considerable change in the airline industry, our client identified the need for an extensive international sales training and development programme. The airline industry is undergoing considerable change with carriers taking a more direct approach with consumer, resulting ultimately in saving considerable costs.
In order to meet the challenge, the airline introduced a computerised sales information system that would give the sales team more quality information, in order to take a more proactive approach particularly with the corporate customer, an important producer of high premium business.
The previous approach to selling, that of servicing and troubleshooting, was being challenged and changed to one of business manager and negotiator. A more proactive approach to selling was needed.
The Solution
BWS was appointed as the sales training consultants to help the client implement their new sales strategy. Every sales person was interviewed through a computer-based questionnaire in order to consistently assess current sales methods and skills.
As a result, an extensive sales training programme was devised and implemented at management, sales and sales support levels.
International Aspects
A team of 9 consultants operating in all the countries in which the client was presented was selected. Three principal consultants in the UK provided Account and Project Management to the training programme.
The client had made a considerable investment in the sales technology and with substantial gains in profitability to be realised. The training programme added more certainty to the achievement of the profit objective. The feedback from every participant in the training programme has been extremely complimentary and positive without exception.
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