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| City Pacific Training Pty Ltd. |
| After our last sales conference we realised that we had a lack of structure in the sales process, and structure is something that is very important in a franchise system. Many of our brokers come from the finance industry which means that they know finance, but don’t necessarily have a full range of sales skills. |
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| From a strategy and logistics point of view, it made sense to implement a system that our people could log into, have a look at the sales process and identify those areas where they felt they had deficiencies. We could then attach training modules to these particular issues. |
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| Our brokers often told us that they had difficulty in filling their sales pipeline or found referrals difficult. They now have a mental checklist which enables them to look at the various stages of the sales process and work out how to overcome these issues. |
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| We’ve been working through this process with Accela for most of the year and it’s been a very consultative relationship. This year we will be able to roll out a program that everybody has had some input into. It is truly and uniquely our own intellectual property and reflects what brokers do, rather than just being theory. |
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| From what we had in mind when we first met with the team from Accela, we’ve probably done a 360 degree turn, with a few bends along the way, and, to their credit, we’ve ended up with what we needed and wanted. |
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Mark Mugridge
National Training and Compliance Manager,
City Pacific Training Pty Ltd |
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