Client:
Complete Tours.
Challenge:
Develop sales approach for selling destination services to major international business travel and MICE agents.
Approach:
Blended face-to-face coaching and online e-learning using ‘real world’ sales opportunities as a platform.
Results:
After 6 months have secured £200000 of revenue with new clients and a pipeline of £800000
Quantum continues to work with Complete Tours to help achieve significant sales growth.
Success Story
Complete Tours is an established Destination Management Company grounded in providing tours and activities for leisure travellers. To grow their business, they decided to start up a new division aimed at the corporate ‘MICE’ market (Meetings, Incentives, Conferences and Events). This involved working out a new sales strategy aimed towards Travel Management Companies (TMCs) necessitating a revised approach to their selling and stakeholder coverage.
David Sanchez, son of the founders was the architect of the new strategy and approached Quantum to help him to develop his sales approach and personal skills. David takes up the story: “I was looking for a company that would take a ‘real word’ approach to help me to develop my sales skills. I worked out that it was not a question of just going on a sales training course. What I needed was personal sales coaching to ensure I develop the right behaviours and habits.” Quantum’s approach has been very impressive with a clever use of online resources that I access online at my own pace combined with face-to-face and skype coaching sessions that have been drip-fed over a six month period and are still ongoing.” Quantum has helped me to put in place a sales prospecting plan with quantified sales activity plans and as well as helping me to define the ‘what’ they have applied world class sales coaching techniques to help develop my skills and drive implementation.”