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Wickes wanted to close the gap between its top sales performers and the rest.
We found nine high-performer ‘silver bullets’, rolled them out across the UK estate, and delivered a £67m uplift in turnover: a 5,900% return on investment.
“Absolutely top notch”
Wickes, a £1.5bn home improvement retailer, wanted to close the gap on its competitors as customer demand changed. We were first brought in to design a new induction programme, followed by a leader-led pilot to raise sales and service skills among their design consultants.
The aim: understand exactly what high performers did differently from everyone else, and use it to lift performance across the business.
Some design consultants were selling far more than others, so we analysed why. That revealed nine traits the best performers used consistently: the ‘silver bullets’.
We built them into a programme for 525 design consultants across the UK estate, and trained regional and store managers to coach the same skills in their teams, so high performance became the standard rather than the exception.
The results: a £67m uplift in turnover (a 5,900% ROI), and attrition down from 33% to 8%. Silver Bullets became, in the client’s words, their “new way of life”.
Want the same for your sales team? See our sales team training.
“Certain things I learnt will go into my daily work e.g. being positive and organised”