SALES ACADEMY - ORACLE ASIA PACIFIC
Ian designed and delivered programs for the Oracle Sales Academy including Induction program for business sales called IGNITE (1 week Bootcamp), Sales Prospecting, Competitive Sales Strategy, Sales Management and Coaching, sales activity and effectiveness programs for salespeople working across the 7 pillars (specialist lines of business).
RETAIL SALES UNIVERSITY - ADIDAS ASIA
Consulting, design and delivery of a sales university to support the growth of 2,000 new Adidas stores (company owned and franchise/independent) across Asia. Materials developed in multiple languages. Program featured competency development across 3 levels - Foundation, Developing and Advanced Salesperson to sales manager/mastery level. Included development of key account management and development strategies, annal planning calendar and tools for selling in ranges to key accounts, structured selling process, customer satisfaction programs and benchmarking.
VODAFONE SALES ACADEMY - NEW ZEALAND
Development of an entire curriculum of sales training for Vodafone New Zealand, which became a showpiece and was modelled for rollout globally. Included programs for the consumer sales (retail B2C) channel, B2B sales team (Business/Corporate/Enterprise sales teams), Call Centres in New Zealand, along with sales methodology using TAS and other sales/CRM methodology providers.
GOODMAN FIELDER - FMCG & Category Mgt
Consulting, needs analysis, program design and delivery of the World Class Customer Management Program for the customer facing (account/category management) team at Goodman Fielder, including the Uncle Toby's product/sales account development team. Working with a leading demand management consultancy in the United Kingdom, Ian designed a bespoke program for world class customer management, including a structured selling process rolled out to more than 1,000 field sales team members representing Goodman Fielder in Australia, New Zealand, Fiji and Solomon Islands.