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Silent Edge will deliver best practice coaching skills for the BT sales managers. BT will license the Silent Edge 'Sales Force Evaluation' system so that sales managers can objectively evaluate their own frontline sales staff. This enables highly detailed personal development plans to be created for the sales managers to use to drive sales performance.
David Benjamin, CEO of BT Directories commented:
"In the current economic climate the temptation is to reign back discretionary spend such as training. However, we believe the time is right to increase our investment in our people. We selected Silent Edge because their solutions are sales focused, objective and designed to be used in a live environment. We are excited to be the first Directory company in the UK to adopt this unique approach and I am convinced it will improve our overall competitiveness.
This is a high profile transformation programme for the Sales Manager's so it was essential that we chose the right partner and Silent Edge came through a rigorous selection process to win the programme. When looking for companies that can really help Sales Managers with their ability to coach and drive sales performance no-one could compete with Silent Edge's objective competency framework, evaluation tools and coaching models which are unique in the market."
Russell Ward, Managing Director of Silent Edge, said:
"It is significant that one of the finest companies in the FTSE100 has chosen to think out of the box and steer away from relying solely on traditional training techniques that rarely increase revenues. There are companies out there that offer to teach coaching skills to sales managers but none that combine that with the power of objective data that the managers have collected and use to coach and drive sales performance.
We are achieving the vision we laid out 7 years ago where "sheep dip training" no longer exists. Objective evaluation of sales people leads to detailed personal development plans, and this in turn provides the data for tailored training. This training is delivered to each sales person whatever role they have in the world of sales. Our vision sees empowered sales managers as the true strength of the sales organisation with world class coaching and best practice sales management capability as standard. We are delighted that this vision is shared by one of the most recognised brands in the world".
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