'Sales is a science' has massive impact

Claire Philliskirk, national sales manager for packed products, believes the 'sales is a science' philosophy has had a massive impact on both her seven-strong  sales team and the customer experience.

Claire joined Heidelberg Materials Cement just a year ago from leading telecommunications company Telefonica, so a number of her team had already  undergone training before she did and only saw the benefits  at the start of 2018 when she started  mentoring her staff. 

Claire said: "Sales is a science makes you put yourselves in the customers' shoes; it enables you to see what is important to them and their business and helps you tailor your approach to match their aspirations."

"Customers have told us that the new approach makes them feel more important and that they are being listened to.  Our district sales managers say they feel more professional  and are now taking their relationship with customers to the next level; offering a more strategic role and providing solutions to the customer, " she added.