Sales Training
Selling solutions not problems
Pelican has enrolled the services of Manchester based company XL Recruitment to ensure that all sales staff have a comprehensive working knowledge of the latest digital print technology and understand the potential benefits to the customer.
Pelican Managing Director Ian Crow explains ‘Having spent heavily on technology in the last year, particularly with digital personalisation tools, we felt we needed to ensure that customers got the most from what we have to offer. To do that, we’ve matched our investment in the technology itself with investment in training the sales team.’
XL Recruitment’s Ian Swarbrick and Allan Brown will be overseeing ongoing training for Pelican staff. Ian Swarbrick explains: “Pelican’s investment in training shows a good deal of foresight. 70% of sales staff in the UK have never been trained in sales negotiation. That means that they fail to explain the benefits of what they have to offer to a customer.’
The program selected focuses heavily on software training and product knowledge and mentoring. Ian explains: “Of course the training will benefit Pelican and we expect that sales will grow as a result of this training.