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Company |
ES3 Ltd |
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Title: |
Internal Sales Executive |
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Category: |
Sales Jobs |
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Description: |
| Internal Sales Executive – ES314054/ISE
The Company
Our Client Grahame Robb Associates Ltd (GRA) is a leading provider of learning and development programmes to organisations across the UK. Established for 18 years, with a Head Office near Winchester and a recently acquired Corporate Outdoor Learning Centre in Reading, They have an impressive track record of establishing long term relationships with a wide range of public and private sector clients.
They deliver high impact and bespoke learning and development programmes in the areas of leadership, teams, customers, projects and business strategy, as well as delivering fun, creative, innovative and professional corporate events and conferences.
Due to the rapid expansion within the business of Crucial Conversations, and growth aspirations from the key stakeholders, we have a need for a full time B2B Sales Executive to sell the Crucial Conversations products and services within the GRA portfolio of services in the UK.
Role Specification – Internal Sales Executive
The role is to generate new Crucial Conversation business with medium to large UK-based companies, and specifically selling places on the 2 day training and 4 day ‘Train the Trainer’ Crucial Conversations public training programmes that GRA run in the UK (retail value of around £1,000 to £2,500 per place).
This role will not involve scripted sales calls, and the sales executive must be capable of working in a consultative, professional manner, appropriate to the seniority of the lead.
Key Responsibilities and Accountabilities:
• Make cold calls to senior HR and Learning & Development decision makers in UK public and private sector organisations, from lists provided by GRA.
• Make approximately 100 outbound calls a day, with at least 15 ‘move forwards’ a day.
• Use effective questioning and active listening skills to establish a need for the Crucial Conversations training.
• Close the sale over the phone (probably after a series of phone calls), through the appropriate use of ‘educational experiences’ on offer, such as breakfast briefings, the Crucial Conversations book, case studies, web seminars, and other sales materials.
• Sell seats on the public Crucial Conversations training programmes arranged by GRA, with a focus on selling the 4 day ‘Train the Trainer’ programmes.
• Record sales activities and progress using the ACT! system.
• Meet daily, weekly and monthly activity and sales targets set by the Business Development Director.
• Appropriately represent the GRA brand at all times.
• Attend 1:1s with the Business Development Director to understand and discuss own performance in line with KPIs and identify and plan a clear progression path.
• Become fully conversant with, and maintain knowledge of, the Crucial Conversations principles and skills, including ‘Crucial Confrontations’ and ‘Influencer’, and understand the difference with other related and competing products in the market.
Person Specification:
• Previous successful telesales and outbound cold calling experience is essential.
• Experience of selling to senior HR and Learning & Development professionals is desirable, but not essential.
• Able to work in a consultative, structured way, without sounding scripted or robotic.
• Highly effective communicator, with an ability to build rapport and trust in senior decision makers.
• Outgoing and confident personality.
• Motivated as an individual, taking responsibility for own area of activity and targets.
• Strong work ethic and enthusiastic approach.
• Able to use strong questioning techniques and active listening skills.
• Able to interpret customer signals and appropriately respond to customer objections.
• Assertive, persuasive and skilled negotiator.
• Strong drive to close business, with a ‘Can-do’ attitude.
• Interest and passion for people development will be an advantage.
• Results and target driven.
Salary and Benefits:
£18 to £20k basic, with a realistic, achievable OTE of £40k, uncapped.
20 days holiday
Laptop
To apply for this role please send your CV and a covering letter via the email address shown. If your experience and skills meet with our Client’s requirements, we will forward your details to them and let you know, so please keep an eye on your inbox. Your details, as submitted by you, will only be used in conjunction with this vacancy. By submitting your CV and cover letter to us, you give us express consent to use your details for this purpose.
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Skills: |
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Employment type: |
Full Time |
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Salary: |
Unspecified |
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Degree: |
None |
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Experience: |
2 |
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Location: |
Hampshire - South East |
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Post Date: |
10/04/2008 |
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