Appointments Personnel was established in 1998 and have built an enviable reputation in Staffordshire and South Cheshire for delivering a high quality, efficient and personable recruitment service primarily in the admin and clerical field but more recently have diversified into finance recruitment. The business however was looking to broaden their portfolio of specialisms and Selling Success supported the business and its management and sales team during this process.
Appointments Personnel had been the leading supplier of admin and clerical staff in Staffordshire and South Cheshire for many years however they have also supplied skills outside this core area on numerous occasions. In recent years trading in their core market has been challenging due to the recession and consolidation of corporate and public sector supplier lists. Consequently Managing Director Kerry Bonfiglio-Bains and her senior team have started to diversify into other vertical specialisms.
During 2012 we coached and supported Kerry and the team in developing an effective business development strategy, which leveraged their unrivalled reputation in this region. Kerry and the team made several changes during this period to operating model, the management structure, personnel as well as their approach to the market.
Despite a number of challenges 2012 was a great year for Appointments Personnel, with them making significant progress in penetrating the new markets and now the business has a clear focus on their operating model as well as the specialisms in which they will operate in the future.
In addition the Sales training Selling Success provided has provided the consultants with the interpersonal skills needed to take their client relationships to the next level. Selling Success are certain they are well placed to make good steps forward in 2013
The sales team had varying ranges of skills, experiences and competencies and during 2012 we worked closely with the Managing Director Kerry Bonfiglio-Bains to identify a range of training interventions that were delivered over a six-month period and were designed to up skill the Sales Consultants in a number of key areas:
- Making intelligent cold calls and handling canvassing objections
- Identifying client stakeholders types and their business drivers
- Understanding and Selling to people with different personalities
- Building Rapport with clients and candidates
- Gaining greater insights into clients and their challenges
- Communication styles and eliciting your own personal style
- Belief cycles and taking ownership of your personal motivation levels
- Negotiating strategies
My team loved Ian’s training, the approach was perfect. The days had variety and got everyone thinking about their approach, it certainly set the team up for a successful year. Thanks Ian
Kerry Bonfiglio-Bains Managing Director Appointments Personnel