Andy Martin - YRC Logistics EU

The induction & training system at YRC Logistics is aimed to give new staff a deep understanding of our strengths, capabilities and our weaknesses. It is also aimed to ensure we have common practices in terms of confirming prospects needs via Memos of Understanding, only sell where we can add value and teach GDM's how to utilise the Subject Matter Experts to full effect.

I know this is basic stuff and I am sure there are similar processes at many companies, but a few years ago we did not have this process in place, and I am afraid to say we had some sales staff failures because of this.

Whilst I am talking about Sales Induction and Training I have to mentioned one of our sales management team, David Payne. I know his involvement in the induction of new staff has been a major plus and has resulted directly in new deals being won.

His assistance in training GDM's especially in the art of prospecting has been invaluable for a number of new and experienced staff. He also tells me he could beat anyone in the company at darts but always forgets to bring his arrows when we meet so I am not so sure about that.

Labels: Global Development Managers, Recruitment, Sales, Staff, Subject Matter Experts, Training