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Phil Pritchard is Performance Pro

About Me

PP 27042024 About me

Professional Summary

A leader with a proven track record in sales enablement, with expertise in sales training, coaching, onboarding, implementing transformation projects, developing and automating processes, achieving targets, KPIs, developing team members and providing an L&D support function.  Specialising in system and software implementation training and having a proven track record in commercial operations, process improvement and project management.

Key strengths include: 

  • Extensive sales management experience including people management, reporting, forecasting, pipeline management, lead generation.
  • Salesforce, HubSpot and Microsoft Dynamics expertise
  • Project and change management including software implementation, process mapping, automation, software updates and providing support and training for operational change and project outputs; 
  • Sales enablement experience as an experienced CIPD certified sales trainer and coach with over 15 years of experience in coaching, mentoring, delivering software improvements and creating and delivering a wide range of learning and development programmes to drive adoption and improvement.
  • Leadership skills coaching and training.
  • Salesforce Certified Admin.
  • Member of the Chartered Institute of Personal and Development (CIPD) and the Learning and Performance Institute (LPI)

Expertise

  • Managing teams to successfully meet KPIs/targets
  • Developing team members and team leaders
  • Sales enablement including sales techniques training and support, product training and systems
  • Extensive legislative and policy experience
  • Commercial operational management including lead generation, marketing, pipeline management, forecasting and reporting;
  • Assisting business transformation projects and roll out of new processes
  • IT software training including new software roll-outs and briefing staff on software updates

 

  • Operational change and project implementations
  • Ownership of change pipeline
  • Experience in scheduling and planning training for large teams with multiple needs
  • Extensive coaching and mentoring experience
  • Aligning processes with business objectives
  • Meeting multiple
  • and projects
  • Designing effective training courses and supporting materials
  • Leadership skills training including implementation of a leadership development programme and coaching.

My Values

Innovation

Transforming people and organisations is at the heart of what I do and the reason I get up in the morning - to make a positive impact on people's lives. 

Transparency

Transparent and candid dialogue is the cornerstone of impactful transformation initiatives and the foundation of a flourishing partnership.

Care

I not only care about the quality fo work I do, but I also care about the people I am working with - whether in the training room, on a project or in a exec presentation! 

Case Studies

Phil's previous projects

Phil Testamonial

Sales Academy: Streamlining the Path to Excellence and Ongoing Growth for Sales Experts

Development of a 'Sales Academy' consisting of a a newly designed induction programme and a brand new ongoing development programme for all salespeople within the team:
  • The Sales academy aims to develop product knowledge and sales techniques on an ongoing basis for Salespeople starting from induction but continuing as they grow into their role.
  • For the first time at the client, training outcomes and development areas were modelled using sales data such as conversion rates and call scoring forms.  
  • To offer further support, a new coaching programme was developed to underpin the programme and assist Team Managers in the development of their team.  
  • Development of communities of practice to share knowledge between team members.

Results:
  • Massively improved conversion rates with new starters reaching higher conversion rates quicker than peers who were not part of the new induction programme
  • Improved product knowledge and
    Development of a learning culture where all levels of the sales team are supported bysome development. 

Phils Projects - Case studies of projects I've undertaken in the past - Aligning Product, Sales, Marketing, and CRM for Total Transformation

Aligning Product, Sales, Marketing, and CRM for Total Transformation

Introduction of new products requiring different processes to be designed, implemented and trained. 
Background:

In Q1 2021, it was decided that the client would apply for permission to offer a new range of education qualifications.

Solution:
  • Collaborated on the application document by writing the sections covering the sales and enrolments processes that the client would put in place to be able to offer these new qualifications to customers.  
  • Designed the requirements and project managed the CRM team to build a new sales process including new learner records and a new enrolment form.  This process also incorporated a notification to tutors informing them if a learner has special educational needs that needs additional support.
  • Designed and delivered a new product training programme for the Sales, Customer Support and Compliance teams.  
Results:
  • Improved compliance with regulator - in audits we have demonstrated that we have placed the right learners on the right course and supported them if they have any special educational needs.
  • Reduced enrolment time due to process automation increasing the sales teams productivity.
  • Improved baseline product knowledge across the business resulting from training programme 
Phils Projects - Case studies of projects I've undertaken in the past - Optimizing Team Structures for Enhanced Process Efficiency

Optimizing Team Structures for Enhanced Process Efficiency

In 2012, following a restructure, 3 teams from different sites using different systems were amalgamated to create one multi-platform team:
  • The initial challenge was to maintain service - with this in mind team members were initially trained to use one system.
  • Following initial go live, team members were developed so that they could work across multiple systems.
  • Following the amalgamation, productivity increased, customer service was improved and targets were achieved.