Case studies

Enhancing the corporate sales team

First UK Bus

The challenge at First was to take the next step in developing the corporate sales team for the UK Bus division. This project entailed the creation of an agreed sales strategy, the development of sales management and selling skills and the creation of business solutions as opposed to product sales.

The real challenge was to build on a successful team and to integrate the corporate sales with the locally managed consumer sales. A key component of the work was focusing on the ‘green’ issues and in developing integrated processes coupled with IT systems.

Key aspects
Strategy
Process
Sales Management
Selling skills
B2B
Team development
Recruitment

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