Supporting Sales Transformation At SCC
SCC used Acuity to strengthen recruitment, onboarding, coaching,and sales capability development. The organisation created a more consistent understanding of effective sales behaviour and embedded a stronger coaching culture across the sales function.
Strengthening Strategic Account Capability At Bupa
Behavioural assessment supported Bupa in understanding the strengths and development priorities of strategic account teams.
This enabled more targeted development and greater clarity around the capabilities required for complex client environments.
Developing Trusted Advisor Capability At Arup
Arup used behavioural insight to support technical professionals in developing stronger commercial and relationship capability.
The work helped individuals to engage clients more strategically, to build confidence in business development and strengthen trusted advisor behaviours.
Global, the UK’s largest commercial radio network, owning brands such as Heart, Capital, and LBC among others did not have a universally applied approach to sales which created a disparity in the skills and capabilities of the network’s salespeople. In particular the ability of the salesperson to understand their customer’s needs, and to test the customer’s intention to purchase, had been identified internally as areas requiring further development.
Best practice (i.e. what good looked like) was not well defined, which made embedding core sales skills a challenge.