How Weel Invests in Our Employees and Wins Big: Weel Sales Academy
May 12, 2023
By Melissa Fryer
At Weel, we believe that investing in the development of our team is critical for both our success and the success of our customers. According to Gallup, organisations that have made a strategic investment in employee development, report 11% greater profitability and are twice as likely to retain their employees. Our Sales Academy is a shining example of this philosophy in action. By providing our sales team with training that covers all aspects of our business, we equip them with the knowledge and skills they need to excel in their roles. This investment in our team has had a direct impact on our customers, as they benefit from knowledgeable, confident sales specialists capable of addressing their questions and concerns.
Additionally, our focus on continuous learning and development allows us to stay ahead of the competition and deliver innovative solutions to our customers. Ultimately, by prioritising the professional development of our team, we are able to provide better outcomes for our customers, while also creating a more fulfilling and rewarding work environment for our employees.
Sales Academy 101: An Overview of Weel's Comprehensive Training Program
At Weel, employee development is a top priority, and one way we demonstrate this commitment is through our comprehensive Sales Academy. Our Sales Academy offers ongoing training and support to our sales team, covering essential areas such as product knowledge, objection handling, pricing strategies, and competitor analysis. Additionally, our team receives training on effective storytelling techniques to engage customers and industry-specific insights on buying personas and finance industry playbooks. By focusing on these key areas and beyond, our Sales Academy equips our sales team with the necessary skills and knowledge to excel in their roles, deliver exceptional service, and address customer needs effectively. It’s a programme that evolves with the times so that our team is always up-to-date with the latest trends in the spend management space.
Bringing the Whole Team into the Sales Academy Fold
To ensure that our Sales Academy is as relevant as possible, we've leveraged our internal team and resources. Every department at our company has contributed to the program, including our founders, who have shared their invaluable insights and experience. But it's not just about hearing from the top brass. Our Sales Director, Cale Bulgin, emphasises the importance of involving stakeholders from different areas of the business “The content is delivered by a variety of stakeholders, including our CFO and Financial Controller - this is valuable because these are the customer personas our team sells into”. This multi-perspective approach ensures that our Sales Academy provides a well-rounded and tailored learning experience for our team.
Measuring Progress and Leveraging Customer Feedback: How Weel Measures Progress
At Weel, we are committed to continuously measuring the progress of our team and fine-tuning our Sales Academy to deliver optimal results. We employ a holistic approach that combines quantitative and qualitative assessments. Through test & refresh sessions, and ongoing performance tracking, we ensure that our Sales Academy is making a tangible difference. Additionally, we leverage valuable insights from customer feedback and questions to identify and prioritise knowledge gaps. Customers often ask the best questions, and their input helps us refine our content and focus on addressing their specific needs. By incorporating customer feedback, we ensure that our Sales Academy remains customer-centric and delivers the knowledge and skills our sales team requires to provide exceptional service.
Trust-Building Transparency: How Weel's Sales Approach Stands Out
Our sales team's job is to help buyers make the best decision for their business. For this reason, we believe in being extremely transparent with prospective customers. We lay the cards on the table, which builds trust and credibility. In addition, we actively educate buyers on best practices and share learnings from customers in the same or similar industries. By providing this valuable information, we aim to guide our buyers towards the best possible outcomes for their business.
Furthermore, we employ layered questioning techniques to effectively understand the true problem or concern the buyer has and address it accordingly. This approach ensures that we deliver personalised solutions tailored to each buyer's unique needs.
Win Rates Up, Dependence Down: How Weel's Sales Academy Is Making a Difference
Since implementing the Weel Sales Academy, our win rates are up ~10%. But, it's not just about closing more deals. Our team is significantly less dependent on peers and sales leadership for guidance and support. This means that our people can get on with their priorities without being blocked by knowledge gaps. Jake, one of Weels Account Executives, shared some valuable insights into the skills he has developed through the Sales Academy. "Weel's Sales Academy has been instrumental in my development as a sales professional," says Jake. "It has allowed me to take a consultative approach with our clients, which has resulted in stronger relationships and better outcomes for everyone involved."
Nurturing the growth of our employees is not only good for our team but also good for our business. We believe that our Sales Academy is a crucial part of our success, and we will continue to evolve and improve it to meet the changing needs of our team and our customers.
If you are interested in joining our team, please visit our careers page to see our current job openings. We look forward to hearing from you!