Equipping the the sales team with the skills & behaviours to engage better with customers
Intuit is a leading Californian tech company, specialising in accounting software for businesses and individuals. Catseye were asked to work with their sales team to help them initiate and build customer engagement in a relatively new marketplace for them.
The sales team at Intuit in the UK had recently been established under the watchful eye of a dynamic and visionary leader. Their task – to grow their revenues across the UK and the rest of EMEA. Our brief – to equip the sales team with the EQ skills and behaviours to engage better with customers.
Through consultation with senior business stakeholders, Catseye identified the key skills and behaviours that would typically lead their sales team to generate a higher quality and quantity of leads – and in turn, sales. Together with the business leaders and the sales team, Catseye devised an innovative development strategy involving a mixture of facilitated workshops, skills practice sessions and even on-site coaching at a large marketing conference.
The sales team entered the conference confident in their ability to network and build connections with their customers that would lead to follow-ups and on to sales. Each team member also had a clear role and plan for the day. Having the Catseye team on hand also helped them to fail fast and learn quickly with in-the-moment feedback on their performance. Key results experienced by the sales team were:
- A more enjoyable and targeted conference experience
- Better key customer engagement
- Improved teamwork
- Enhanced sales performance