Tradelink Sales Development

Tradelink:
Sales development learning case study

Tradelink Sales Development

The client

Australia’s oldest plumbing merchant Tradelink have been in the industry for over 150 years. They are partnered with the best bathroom, kitchen and laundry brands in the business. They put customer service at the heart of everything they do. Their specialist team helps to inspire big ideas, share expertise and support their customers through every stage of a project.

The challenge

After a period of tough trading conditions in Australia and a refreshed business strategy, there was a real priority placed on building team capability at Tradelink. This included working with the branch network of 230+ locations nationally and placing a focus on the SME plumber, a strategic segment despite the trading conditions. Sales development was identified as an opportunity for improvement in the business, with no formal program in place. Tradelink approached Real Learning to create a Sales Development learning program focusing on upskilling both the branch managers and the branch assistants to be confident in the fundamentals of selling.

Here’s the learning map Real Learning created to support the learning.

The solution

We created a blended solution that incorporated coaching, skill practice, and digital learning. Learners completed several micro-learning modules as well as attending a application sessions each month ran by management. Comprehensive facilitator and implementation guides were handed to the business so that people could customise the programme as required to their needs.

“Heidi and the team at Real Learning really understood us as a business and what we needed. Heidi’s skills as both a facilitator and instructional designer are exceptional, and she really knows how to design to enhance the learner’s journey. The visuals they create are strong, meaningful, and hugely impactful. The work that Real Learning has done for us has made a huge difference to us and the project. Our participants have called this “the best programme I have ever attended” and this positive sentiment is consistent across the Australian division”.

Rita Slogrove,

The Learning and Development manager at Fletcher building

The result

Tradelink saw a 9.6% improvement in their Branch Assistants sales confidence and a 6.7% improvement in their Branch Assistants sales skills. 92% of Branch Assistants and Branch Managers committed to continue developing their sales capability after completing the Sales Development programme and there was an average satisfaction rating of 4/5.

What they had to say

“Tradelink have partnered with Real Learning to completely redesign and reshape our retail sales development program. Right from the first interaction we were impressed with Real Learning’s focus on delivering tangible skill outcomes with an impact on genuine commercial results. Real Learning took time to understand the needs and complexity of our business, as well as the unique voice of our industry. Their proposal offered first class digital learning solutions that were also effectively underpinned by blended learning that incorporated coaching and practice. In partnership with our learning team, Real Learning produced outstanding online assets that capture the language of the organisation, translate sales theory and models in accessible ways, and are customised to different levels of capability. The rollout of our coaching program alongside these learning tools was also greatly supported by the Real Learning team. While we are still part way through our development, we are already seeing results, including measurable improvement in our people’s sales skills and confidence which ultimately drives commercial outcomes. I would recommend Heidi and the Real Learning team to any organisation looking for a genuine partner that is as focused on your success as you are”.