Outlet Contact (1 day workshop)

Designed for inexperienced field based personnel where the client brief is around general outlet contact, auditing and obtaining data. We cover the principles of outlet execution, merchandising principles and data collection, as well as the inter-personal skills required to ensure only the right impression of the brand and the client company is left in the mind of the outlet personnel.

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Introduction to Field Based Selling (1 day workshop)

Designed for inexperienced salespeople or those completely new to field based selling, this workshop introduces people to generic field based selling principles, covering the sales process, the typical steps of a sales call and the type of selling tools required. We also cover the ideal characteristics and skills of high quality salespeople so delegates can begin to assess their own skillset against this profile and be clear on where their short term development activities should be spent.

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Developing Field Based Selling Skills (1 day workshop)

Designed for those who have been in a field selling role previously, we build on that knowledge by focussing on the core elements of the sales process such as understanding the customer and proposing solutions that appeal to them. We also contextualise the selling process in a typical field marketing environment to help the sales person to influence outlet contacts and maximise 'in store execution'.

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Personal Productivity (1 day workshop)

This workshop is fundamentally about improving the efficiency and effectiveness of the delegates from both an administrative and a productivity angle. We focus firstly on relevant generic areas such as time management and prioritising principles, the bedrock for any role. We also cover those field marketing specific areas such as journey planning & post call admin for field sales and short and longer term client account planning for account handlers. The output of this workshop is to build the amount of work that can be achieved in the working day which ultimately helps the Field Marketing company to demonstrate an improved % R.O.I. to their client.

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Using Sales and Market Data Impactfully (1 day workshop)

This workshop is for field sales people who are comfortable with the basics of their role but want to have more high level commercial conversations with customer outlet contacts. We focus on using market data and EPoS data effectively to design and deliver a credible fact based proposal such that the sales person is more likely to gain additional shelf and display space, support for promotions and new product listings and distribution.

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Developing Commercial and Customer Insights (1 day workshop)

Field sales people who understand how the customer infrastructure works and are comfortable having business conversations will be far more credible than those who don't. These insights can hugely assist the sales person to differentiate themselves from the majority of other supplier store contacts and helps sales people to 'speak the commercial language of the store management team' with some significant benefits to KPI and product volume performances. We cover areas such as how the Retailer or Wholesaler's central buying function works including a few buyer insights, plus why and how decisions are made including Retailer/Wholesaler KPIs. We also focus on commercial maths and financial terminology with a view to developing the sales person to be a more rounded commercial operator.

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Line Manager

Developing Inspiring Leadership (1 day workshop)

Geared towards field sales and senior managers and account handlers, this workshop highlights the hugely important role of line managers and how much of the team's overall performance is affected by the quality of leadership and everyday management. We cover leadership and management principles, focus on the behaviour of leaders and encourage delegates to make personal commitments to how they will lead and manage their teams better. We also offer some 'gems' such as the Top 10 best ways to inspire others to do something well that they may not ordinarily want to do, the true test of strong leadership.

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Managing & Developing Performance (1 day workshop)

This workshop helps people managers to understand the principles and process of performance management and the key steps that need to be followed to maximise the chances of great sustained performance. We also tackle how to manage poor or sub standard performance effectively including the only four reasons why poor performance ever exists and once the 'reasons' are identified some really useful suggestions on activities and approaches to improve performance. We can also incorporate the key points to conducting an appraisal if this is something that is required.

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The People Manager's Toolkit (available as a 1 or a 2 day workshop)

Exactly as it sounds, this provides people managers with a toolkit of tips, suggestions and skill development opportunities for all those activities that they face during the daily process of managing others. This is a highly practical workshop covering areas such as management styles, delegation, motivation techniques and insights and running effective team meetings. In the two day version we can cover more topics in more depth.

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Interview Skills (1 day workshop)

Great performance is hugely dependent on having the right people in the right positions in your business. This workshop covers the typical pitfalls that interviewers fall into and their consequences, and the different types of interview approach available. We focus on developing the skills of competency based interviewing as well as the skills of observation and listening such that interviewees can be read effectively and accurately. The intended outcomes are to have line managers who are much more confident and capable of interviewing and ultimately selecting the right person for the job in question more of the time.

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Business Planning (1 day workshop)

We cover the principles of business planning and apply these to the specific situation that delegates need to plan, whether this is project, client account or activity planning. Suitable for all tiers of management, we focus on areas such as situational analysis, target setting and forecasting and the setting of strategy and tactics to achieve the plan. This workshop can be even tailored to be part of a process for creating or updating a business planning template for internal company use if required. This has huge benefits as delegates tend to use the tools provided if they have had a hand in helping to create them.

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Coaching Skills / Coaching & Mentoring (1 day workshop)

Here we focus on helping people managers to develop the awareness of the huge benefits of coaching and then developing the skills of coaching. This is an interactive opportunity for people to learn the art of coaching by doing it and delegates will be shown what coaches do and how they do it effectively so that line managers can add coaching to their repertoire of management skills. We also cover some of the practicalities particularly for 1st line managers around coaching their sales people when on field accompaniment. For senior managers we focus on the seven types of mentoring assistance for those who have an aspiration to mentor others, or those who are already in that position.

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Presentation Skills/Formal Business Pitches (1 day workshop)

For field marketing companies this is a MUST! It is essential to have sufficient personnel who can credibly and confidently present formally whether this is to win a new business pitch or to conduct a formal business review with an existing client. This area is hugely dependent on the ability of those involved to prepare the presentation and then to present in such as way that it 'connects' with the audience, and how well this is done often dictates the fortunes of the field marketing company and how well they win and retain clients.

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Inside the Mind of the Client Buyer (1 day workshop)

This is a different slant on the Developing Commercial and Customer insights workshop and is aimed firmly at client handlers and directors. Based on years of negotiating with supplier and retailer buyers these insights cover critical areas such as how clients categorise suppliers, how buyers are trained and the tricks of the trade they will use often to their own ends. These insights can hugely assist the client handler in preparing for key meetings, negotiations and general client interaction such that a win/win situation is more likely.

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Business Planning (1 day workshop)

We cover the principles of business planning and apply these to the specific situation that delegates need to plan, whether this is project, client account or activity planning. Suitable for all tiers of management, we focus on areas such as situational analysis, target setting and forecasting and the setting of strategy and tactics to achieve the plan. This workshop can be even tailored to be part of a process for creating or updating a business planning template for internal company use if required. This has huge benefits as delegates tend to use the tools provided if they have had a hand in helping to create them.

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Client Account Management (1 or 2 day workshop)

This is classic client account management, and all the main facets of it aimed at account handlers. We focus on negotiating and agreeing terms of business, developing client relationships and contact strategy, meetings management, activity planning and review, client opportunity assessment, maintaining client records and how to turn your clients into real advocates of what you do. The one day version is shorter and we can select those topics which are most important to you the client.

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Presentation Skills/Formal Business Pitches (1 day workshop)

For field marketing companies this is a MUST! It is essential to have sufficient personnel who can credibly and confidently present formally whether this is to win a new business pitch or to conduct a formal business review with an existing client. This area is hugely dependent on the ability of those involved to prepare the presentation and then to present in such as way that it 'connects' with the audience, and how well this is done often dictates the fortunes of the field marketing company and how well they win and retain clients.

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Negotiation Skills (1 day workshop)

Aimed firmly at account handlers and directors, this workshop is designed to build both skills and confidence when negotiating with other parties such as client or supplier contacts. We cover negotiation principles, preparing for and conducting a negotiation and a little negotiation psychology. This is a must for all client account handlers to ensure that both the main client contract and the agreement of the various day to day parameters and measures is fair, equitable and achievable for both parties.

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Team Building & Development

This is a service we offer to many companies that we work with and is completely bespoke by nature. We can focus on planning for or working towards a serious business or team goal or more on having fun and building team spirit and good will. Let us know what you need and we'll tailor it exactly.

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Mental Toughness/Resilience (1 day workshop)

This is a foundation workshop, essential for anyone and everyone as a basis for building additional people, sales and management skills. We focus on the four pillars of mentally tough performances, self belief, self motivation, and the ability to focus and the ability to handle and remain productive under pressure. This is a real MUST for anyone in the field marketing business where the right mindset and skills are essential for success.

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