Vodafone partnered with Liam Richmond to project manage and lead the roll out of the Vodafone Enterprise Sales Academy to 400+ Sales Professionals and Sales Managers. The project formed part of a wider business transformation following the integration of another business.
The Enterprise Sales Academy program was designed to rapidly raise the capability, performance and productivity of business to business (B2B) sales professionals across the organisation and raise competitiveness in the market place. The target audience was the Enterprise Sales function and included teams from the Corporate and Government, Business (SME), Small Business and Telesales segments. Sales leaders from across the business were engaged throughout the project to ensure the program contributed to the overall strategy and met the required objectives.
Vodafone Group’s new global sales methodology was launched and trained to all sales teams; providing consistency in approach, standardised processes and a more consistent customer experience. Training covered a wide range to topics such as culture, mindset, products & services, technology and systems & processes. Courses were delivered as a blended learning solution; including face to face workshops and e-learning. Delivery was through internal training teams and also used a number of training suppliers. The program supported the adoption and utilisation of salesforce.com and Chatter with the aim of driving productivity, engagement and collaboration on sales opportunities. Sales Professionals and Sales Managers worked towards achieving a Vodafone global sales certification throughout the program. Sales Certification was awarded to participants on completion of the required modules and passing the necessary formal assessments.
Effective project management by Liam Richmond ensured that Vodafone’s strategic project was completed on time, within the allocated budget and met the intended objectives.
“[Liam Richmond’s] insight and drive ensured we were able to develop a plan that could be executed and measured. As a result we have seen an improvement in productivity.”