A cascaded sales programme through focussed sessions with champions delivering across the entire brand
Links of London was founded in 1990, and offers an eclectic mix of men's and women's jewellery. The company focuses on offering contemporary classics, and prides itself on high quality products and service standards.
Links of London is a fast expanding business with over 60 stores in the UK, in addition to stores in the Far East and North America.
Links of London asked Motion Learning to support the business in developing a brand specific style of selling, and to explore ways of embedding the identified behaviours across their sales teams.
Motion Learning was asked to develop a programme which could be cascaded to all sales people across the entire Links of London Estate. This included sales managers, permanent and temporary sales people as well as those joining the company.
We aimed to:
- Increase the skills and knowledge levels of all sales people
- Improve sales performance against key KPI's
- Raise sales standards across the Estate
The agreed measurements of success were:
- Increased sales
- Increased performance against sales KPI's
- Increased individual and team motivation to sell
Motion Learning worked in collaboration with Links of London leaders to understand the brand and the desired style of service, and to establish the behaviours commensurate with the service required.
We then determined how to embed these behaviours across an entire sales team. This involved meetings and workshop sessions with business leaders and key sales team representatives.
Motion Learning developed a full day session and a series of additional activities which were initially delivered to key store managers from across the Links of London Estate. Motion Learning termed these key people 'Champions' and they cascaded the information to the rest of the sales team using materials developed especially for the purpose.
Line managers were provided with additional activities to use with their teams to focus on key skills areas and to support the transfer of learning from the day long session.
In addition the programme was built into the induction process to capture all new recruits.
The programme was positively received by all participants, and willingly rolled out across the estate by the champions.
The client identified a significant increase in performance against KPI's, which was directly attributable to the programme, and continues to do so.
Since it's inception, the programme has been run for new ‘Champions' on a regular basis, as people have joined the organisation, and is as fresh and relevant now as it was in 2006 when first developed.
Motion Learning continues to receive positive feedback about the programme from both the client and programme participants.