A sales L&D partnership continuing for over 8 years… and counting!
3 min read
Ocado are known for their online grocery shopping, with a platform for customers worldwide. Behind the scenes, Ocado have automated fulfilment centres, delivery logistics, advancements in robotics, artificial intelligence, and data analytics.
With this comes complex, long selling cycles, difficulty finding a common sales language across the different regions, and a wide culture mix. SBR has partnered with Ocado for 8 years to support their teams’ and regions’ learning and development journey.
What were Ocado Group’s issues and expected outcomes?
Ocado wanted to develop a common language and sales approach across different teams and regions. They wanted an L&D partner to provide sales and stakeholder engagement training. It’s hard for their teams to find the time to share best practices and understand the different roles across the business. Bringing together different parts of the business would aim to improve the culture mix.
SBR’s approach
SBR Consulting created various bespoke training for their Commercial, Solution, Engineering, Supply Chain, and other Global teams. They delivered Sales and leadership Training to each group, as well as Presentation with Confidence and negotiation coaching. Various testimonials have come from the delegates, saying SBR is their preferred partner of choice, and they are very positive and engaging while training.
26% increase
in selling confidence across the sales team
in selling confidence across the sales team
+33 NPS
“We put everyone in the Solutions Commercial Team through both the Presenting with Confidence and High-Performance Sales Habits courses. We have found them very useful in building core skills within the team to help them be more effective in their roles, and also in getting everyone speaking the same language and working in the same way so we have consistency of approach with all our partners and prospects. The majority of our sales process is built up from the key steps and techniques taught by SBR Consulting and they have certainly helped us achieve the deals we’ve done to date. The course itself is a great mix of theory and real practical tips, techniques and templates that we now use in our day-to-day roles.”
Ben Richardson Solutions Development Director
The results
After engaging with SBR, Ocado documented a 26% increase in selling confidence across the sales team. The programme’s NPS score was +33, which matched the industry benchmark for the Technology and retail space.
About Ocado Group:
Ocado operates in the smart e-commerce technology space by providing advanced global solutions for online grocery retailers through its Ocado Smart Platform (OSP).
