• Uspire Academy

    Selling skills and negotiation training that endures.

Most trainers will guide you up the mountain once, but this will neither give you the skills, nor the confidence, to venture out unaided. We train your people as the guides, building capability and confidence that leaves a legacy of change.

Our Unique Approach

Internal Champions drive the changes, whilst Uspire mentor them to:

Co-create the competencies

Co-launch the journey

Co-facilitate the workshops

Embed skill and behaviour

This means every Academy we run is uniquely different and fit for a distinct purpose. It means that the learning is driven, owned and retained by the client’s commercial leaders. It means all materials look and feel totally your own.

Our Unique Approach

Internal Champions drive the changes, whilst Uspire mentor them to:

Co-create the competencies

Co-launch the journey

Co-facilitate the workshops

Embed skill and behaviour

This means every Academy we run is uniquely different and fit for a distinct purpose. It means that the learning is driven, owned and retained by the client’s commercial leaders. It means all materials look and feel totally your own.

Our Unique Approach

Don’t just take our word for it…

Kerry Foods


6 distinct business units needed to be consolidated into one Kerry way of customer management.

Taylor’s of Harrogate


The commercial teams of Taylor’s of Harrogate had been assembled over a 5 year period from several different high performing businesses.

We launched an Academy in an Australian FMCG business for its UK based staff in 2012. Within 9 months The MD declared: “A tangible step change in commercial behaviour”.

In 2014 it became an EMEA Champion-led Academy, and the Head of Europe declared: “The Customer Academy is the biggest reason we are ahead of budget this year”

In 2016 The Global headquarters launched a Global Sales Academy with 55 Sales Champions mentored by Uspire. The CEO declared: “Speaking with one voice to our customers is finally a realistic goal. We see Champion-led as the key to sustainable transformation across all our markets”.

Choose your Academy

Choose your Academy

This will get you thinking… Expert opinion and insight

Designing to
Embed

Preparing and Pitching
for New Business

Exceptional Leadership
Journeys

Digital
Activation

Landing Price
Increases

The Millenial
Jury


6 distinct business units needed to be consolidated into one Kerry way of customer management.

Task given to Uspire

Complete a thorough assessment of the UK and Irish commercial businesses to inform the creation of a game-changing Kerry Customer Academy

Action taken

1. We used the Customer Management Assessment to direct the change.
2. We launched the new Kerry way across the whole Salesforce.
3. We enrolled, enthused, trained and mentored 12 Sales Champions
4. We co-created 3 distinct learning journey each with a guidebook, toolkit & comprehensive DVDs
5. We introduced Insight-based planning and a new protocol for Joint Business Planning 6. We trained against a rigorous set of sales competencies

Results

The target was a return of at least 5 to 1 on the Academy investment. After 9 months the return was over 7 to 1 Sales Controller Gemma Paxman commented, ‘I have changed beyond all recognition thanks to being on this Academy. I have transformed from a rather defensive account manager into a confident, insight-based business partner. The new JBP will benefit Kerry and my customer hugely’

Industry Sector: hot beverages FMCG

Situation

The commercial teams of Taylor’s of Harrogate had been assembled over a 5 year period from several different high performing businesses. It meant that the tal-ented team of individuals were working in a variety of methods and styles. The Commercial Director Matt Huffer was keen to create a consistently high standard of Customer Management which every customer would be able to discern.

Task

Co-create the Taylors Way of Customer Management with three modules, intro-duced over 2 years and covering 3 main areas (Planning, Selling and Negotiation) Develop 9 core modules and 6 commercial competencies.
Induct all new staff to the new standard of Customer Management Excellence, ensuring internal Champions led the onboarding.

Actions

Launched in 2017, Uspire has trained two waves of Champions to lead their Cus-tomer Academy. The first group created and launched the core modules and then took part in two key follow-on initiatives; ‘Inducting new Champions’ to broaden the on-going coaching impact; and the creation of ‘9 in-house learning videos’ one for each of the core modules. This has enabled all staff to see the learning content and for any new starters to be on-boarded in a constantly strong way.

Results

The Advantage Group survey (an independent customer feedback model which compares supplier performances) demonstrated a significant improvement in overall customer service and an increase in the quality of interaction.

“I was a reluctant Champion at first, but what has become increasingly clear to me in the journey are two real positives; first, as educators we improve in the skills we are training and by coaching more often we are seeing tangible improvements across the commercial teams.”

Isobel Goodall, Taylor’s Champion.

Everyday Negotiation

Aim

Helping anyone in a commercial role to achieve better results more efficiently

Key learning Elements

  • Behaviours to use
  • Behaviours to avoid (negotiation competencies)
  • Analysing buyer styles
  • Steps of a structured negotiation
  • How to plan for success in negotiation

Negotiation Clinics

Aim

Providing preparation, rehersal and improvement for major upcoming contract and tender negotiations.

Key Learning Elements

  • Pre-work completing a full negotiation plan
  • Coaching for plan improvement
  • Upgrading the plan and further rehearsal

Advanced Negotiation

Aim

Challenging strong negotiators to up their game in both preparation and face-to-face influencing.

Key Learning Elements

  • Buyer decision making criteria
  • Scenario planning
  • Advanced conditioning
  • Rehearsal

 

Category Selling

Aim

Helping delegates: Explore the value drivers for their own business and those of their customers, so that the sales pitch demonstrates the distinct advantages of the proposition in category-based language.

Key Learning Elements

  • Customer language
  • Shopper insight
  • Consumer language
  • Catergory drivers & insights
  • How to sell a category-based solution

Selling in a price-based market

Aim

Helping delegates: know the market, know the customer and the relevant value of their own offering, so that the sell is made from a position of strength

Key Learning Elements:

  • Pre-learning pack
  • The voice of the customer
  • Stakeholder mapping USP’s
  • Structured sell

Selling in a price-based market

Aim

Helping delegates: Know the market, Know the customer and the relevant value of their own offering, so that the sell is made from a position of strength

Key Learning Elements:

  • Pre-learning pack
  • The voice of the customer
  • Stakeholder mapping USP’s
  • Structured sell

Concept Selling

Aim

Clarifying what concept selling is to enable sales people to land the ‘big idea’ more consistently.

Key Learning Elements

  • Analysing the status quo
  • Developing insight
  • Meeting the key stakeholders
  • Creating step change
  • Managing dynamic conversations
  • Getting to the “big” yes.

Insight Selling

Aim

Establishing the basis for a whole new customer relationship based on hidden truths which transform the customer’s outcomes and yours.

Key Learning Elements

  • What is insight?
  • How do you find it?
  • Triangulation
  • Writing the plan
  • Selling internally
  • Selling to the customer

Leading Change

Aim

Providing the vision and the tools to help leaders transform their own circumstances as well as those of the people they lead.

Key Learning Elements

  • Visionscaping
  • Hero’s journey
  • Guiding coalition (stakeholder enrolment)
  • Milestone planning
  • Communication and monitoring strategies

Leadership Edge

Aim

Enabling personal insight as the precursor to inspirational leadership of the task and the people.

Key Learning Elements

  • Personal insights profile
  • Situational leadership (and competencies)
  • Coaching competencies
  • Advanced influencing skills

 

Leader as Educator

Aim

Showing the what and the how of people-developing managers.

Key Learning Elements

  • How to manage a task
  • How to inspire people
  • How to delegate a task
  • How to educate willingness
  • How to nurture natural talent
  • Project managing change