Greentree resellers from New Zealand and Australia invited to a recent sales training event at a retreat in Albany would have been mistaken if they thought they would just spend a few hours in sessions before retiring for drinks by the pool.
Instead they were in for an intensive four-day sales training boot camp, featuring numerous workshop exercises, product quizzes and presentations to a fictitious board of directors, made up of external industry directors.
“There is a reason we called it a boot camp. It was hard work, not a golf junket,” says Graham Hill, Greentree channel manager for Australasia.
The Auckland-based business management software maker held the boot camp to help its resellers develop their knowledge and confidence with its product and the results were outstanding, says Hill.
“The personal development was fantastic. It was fabulous to see the level of commitment from our partners,” he says.
The progress attendees made during the event was clearly evident when gauging the difference between their presentations made before and after the rigorous training programme, says Hill.
The event included workshops with presentation expert Elaine Spearman, who gave the campers valuable feedback and advice on their performances, he says.
Sonia Elliott of Auckland’s Endeavour Solutions, who was crowned Greentree Idol for the overall best performance at the event, says while attendees were driven pretty hard and had to endure 12-hour days, the experience was invaluable. The company has already changed the way it presents to customers based on what Elliott learnt at the event.
Another benefit of the camp was the chance to share experiences with other resellers and gain insights into other sectors of the market, Elliott says.
The sales training was also transformational for Chris Burt, who only recently left Greentree to set up his own company, Project Life, selling the product. “I used to help resellers implement Greentree, so the boot camp refreshed my sales skills,” he says.
The workshops taught Burt to build his presentations around customers’ needs, he says. “It was also great meeting other resellers and learning tips and tricks from them,” he adds.
Feedback was positive from all attendees, who are all putting what they learnt into practice, says Hill.
“That is all we can ask for. Often people go to training events, but don’t change their behaviour.”