CA Technologies creates software which fuels transformation for companies and enables them to seize the opportunities of the application economy.
Software is at the heart of every business, in every industry; from planning to development to management and security. CA Technologies works with companies worldwide to change the way they live, transact and communicate. CA Technologies software and solutions help customers drive enterprise-wide productivity, offering differentiated user experiences and new growth opportunities. CA Technologies is able to deliver this value across multiple environments - mobile, private and public cloud, distributed and mainframe. The CA Technologies goal is to be recognised by its customers as their critical partner in the new application economy.
The UK Major Account team was a well-established experienced team working in a cross-matrix team environment selling complex high-value solutions to blue chip accounts.
The UK Sales Director knew his team was experienced in traditional sales methodology training. Sales skills were not the issue he faced.
Retaining key individuals, increasing sales pipeline coverage and enhancing collaborative team working were the outcomes he wanted to address.
Looking to enhance the mental toughness of an already battle-hardened, experienced and successful team, Sales-mind followed a programmatic approach over a 6 month period.
Mark Williams delivered three one-day interactive workshops and two 1-2-1 coaching sessions with each delegate. He used the evidence base in business psychology, sports psychology and neuroscience to deliver a number of high impact tools, techniques and mental constructs. Delegates left the programme with an increase in-Focus, Resilience, Motivation and Empathy.
"They work in a tough industry sector, we are a tough company to work for; they do a tough job and I am tough on them. I feel this programme will leave a lasting legacy and I have invested in them with something that really helps."
"The best course I have ever done in my sales career."
"The programme acted as a benchmark on how to improve the emotional side of the sales cycle."
"Fantastic concepts very well and credibly explained."
Felt that that the programme had enabled them to be more effective in their job.
Would recommend the programme.