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BRISTOW & SUTOR CLIENT STORY
How do you decode what top performers do differently?
Inspirational, insightful, challenging, passionate, professional, engaging, creative, innovative, impactful, positive energy, transformational, deliver great outcomes are some of the words we would all like to describe our business partners. With Sprint Valley we get that and so much more.
ANTHONY O'KEEFFE
Chief Executive Officer, Bristow & Sutor Group
Company Profile
- Private-Equity owned financial services group
- Transitioning to new operating model
- 600 employees across 3 UK offices
- Worked with: Board, Operations, HR
Client Challenge
- Door-to-door debt specialist managing +250,000 cases per annum
- Dangerous, hostile sales environment for lone workers
- Disengaged field team of 200+, working as solo contributors
- Competitor pressure creating risk to client’s major contract
Our Approach
- Video-based analysis of field sales team using bodycam footage
- Codified ‘high income techniques’ of top performers
- Developed training materials to drive adoption of best practice
- Established learning community to diffuse learnings across teams
- Measurement programme to track and optimise results
Results
- Average sale value increased by 10%
- Sales closed on the first visit increased by 17%
- Supported record months that led to growth of major contract
- Team acting as ‘one team’ with gains in engagement and retention
- Winner "Best L&D Programme" industry award
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