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Case Study 6: Personal effectiveness training for field sales.

A client required improvements to the working style of a team of sales representatives. The team was very diverse in age and experience although all had similar duties. Great care was needed to ensure new techniques were learned by the less experienced members without losing the interest of the experienced members.

The solution was to design the course with workshops during which the more experienced members acted as facilitators. Prior to the course, all members were required to evaluate their own effectiveness in planning, time management, prioritisation, finding new customers and administration.The team successfully compiled their own personal organisation ‘code’ of best practise during the workshop and the desired improvement in working style was achieved.

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