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Close Asset Finance
The Challenge
Founded in 1987, Close Asset Finance are corporate finance specialists with expertise in commercial vehicles, construction plant and printing machinery, amongst others.
Sewells’ association with Close Asset Finance began when Managing Director, Steve Gee, moved to the company from Capital Bank. Steve had been exposed to Sewells in his former role and in 2008 Close Asset Finance issued a tender document inviting pitches for a training partner to develop sales growth. Sewells won the business and have been working with Close Asset Finance since then.
Close Asset Finance felt they would like some external help to build on the existing experience of the people within their business. This wasn’t a rescue operation. Close Asset Finance was doing well, but they wanted a training partner who could help put them in a position to make the most of new opportunities in their market place.
As part of a three year growth plan they saw this as a chance to put an effective training programme in place for their staff.
Sewells Action
As sales had been identified as the key area that Close Asset Finance wanted to target, Sewells delivered its Sales and Advanced Sales workshops to the team. It also did some key diagnostic profiling, to really get under the skin of the company and pinpoint the major issues.
There was also a wider issue to be addressed, regarding the vision for the company and, after the success of the sales training, Close Asset Finance invited Sewells to help them take the Senior Management Team through the process of delivering a Vision and Values programme to 350 staff.
As many of the staff weren’t clear on the direction that Close Asset Finance wanted to go, this proved invaluable in bringing some unity and focus to the business. It was a cultural gear-change, where they learnt how leaders lead, how the sales teams sell and how the support teams support.
Sewells are currently fourteen months into what was an original two year programme with Close Asset Finance which includes training on leadership, behavioural profiling, and basic and advanced sales management.
What Sewells Achieved for Close Asset Finance
As a team the sales force are much more positive about their work. They are more positive in dealing with customers and now enter into dialogue with them rather than the traditional mindset of trying to sell them something from the outset.
Instead of reaching a plateau in terms of sales and reaching new markets, the order book is growing at a steady rate.
Close Asset Finance are already 18 months ahead of target in their current four year plan.
This is a relationship which Close Asset Finance have intimated they wish to continue for the foreseeable future in order for them to continue to grow.
“Our sales force has a more positive frame of mind and that, along with the more structured approach to customers which Sewells has taught them, has seen us take advantage of new business opportunities.” - Steve Gee, Managing Director
When your executives, managers and supervisors become inspirational leaders, confidently applying the Sewells World-class methods, they channel and direct your people’s energy.
We deliver a culture shift; a fundamental shift in how people understand their roles and their ability to change things and believe they can change.