UK leading provider of business broadband and business phone services, BT Business, wanted to implement a sales programme that would not only equip new sales professionals with the key fundamentals but also help them to attract and retain talent. Read how our bespoke sales programmes is helping BT Business establish themselves as the go to destination for a sales career.
BT Business brings together BT Groups Global and Enterprise units into a single business to business unit, making it a truly international B2B player in secure connectivity, voice and collaboration platforms.
Learning Partner, Sarah Bowen, came to us looking for a way to create consistent sales skills and capabilities through a professionally designed programme, with the goal of establishing BT Business as a destination for an excellent sales career.
We recognised that sales isn’t always regarded externally as a professional career. With a significant amount of recruitment of entry level sales roles planned across our corporate and public sector we needed to create a sales skills pathway that would create and provide consistency, particularly at foundation level.
We needed to attract and retain talent whom had desires for career journeys, establishing BT Business as a destination for an excellent sales career. Being designed by BMS Progress but also backed by The Institute of Sales Professionals, was what made this programme very attractive.
The onsite consultancy piece of work with BMS progress worked really well. Dave Bill, Managing Director, and Joanna Linfield, Account Manager, spent time with our sellers, unpicking and understanding the business and our pain points. Which allowed them then to design a programme that would be best tailored to our business needs. BMS Progress worked closely with us to develop a bespoke sales skills programme focused on a hybrid delivery model. We rolled it out across Birmingham and Bristol offices, the hybrid model really helped us to offer flexibility to our employees, especially to those further a field that couldn’t always make it into the office environment.
BMS Progress also designed a train the trainer programme for us. They trained BT Business’ internal trainers on the programme and frameworks they had designed so that they could continuously deliver the training internally. This also allowed us to develop our own trainers capabilities and skill sets.
We can already evidence that the programme has positively impacted competencies across the business, specifically when looking at the lead cycle. For example, we delivered it into a community of graduate salespeople in Manchester, and one Sales Manager feedback that it’s been brilliant and has witnessed the quickest deal be signed from a new person; 3months in, first opportunity, signed and delivered – shortening the lead cycle.
It helped create an end to end development journey, now being adopted across our sales channels. The design was fantastic, from orientating sales managers with content for them to coach and support to aligning the workshop with the wider sales journey for career roles, it really did offer a holistic approach to training.
The overall experience was fantastic. It really felt like BMS were aiming for the same goal as BT Business. They understood exactly where we wanted to get to and how they were going to get us there. Adam, the trainer, is a credit to BMS Progress. He was super accessible through out the entire delivery, always at hand to answer questions. He was also excellent at nurturing relationships with our learners – they were always keen to tell him about how they’ve applied their learnings to their day-to-day, and he’d celebrate those successes with them.
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