1. Analyze the APT case. 2. Highlights the key objectives of the board of directors. 3. What sort of benefits client can get if associate with APT?

Questions of APT Case Study 1. Analyze the APT case. 2. Highlights the key objectives of the board of directors. 3. What sort of benefits client can get if associate with APT? apt Case Study for Improved Sales and Sales Management How 'SPRINT'ing with apt helped change attitudes towards the Sales and Management process, improved effectiveness and increased sales. This case study shows how Advantage Performance Training Lid were brought in to address sales issues in a Leisure Company and uncovered the need to approach the situation from a different angle in order to maximise the cost-effectiveness of the training Situation The company was spending huge sums on marketing but not seeing the expected revenue from the generated leads. There was a genuine desire to achieve revenue targets and a view amongst senior management that this could be best achieved by training up the frontline sales people. The situation had become serious as the business was sustaining losses Problem From early discussions, it seemed necessary to change the approach as soon as we discussed the sales and sales management process. There was a huge emphasis on results but little understanding of the consistent and systematic activities needed to achieve the set budgets. Research Two members of the apt team spent time with various members of the management team and staff to establish the key S. Then 16 sites were visited to observe common practices and to get the street-level' views of operational staff. This also allowed us an unbiased insight into the organisation as a whole. An assessment by apt concluded that 1. The effectiveness of any resources allocated to training salespeople would be minimised until there had been upskilling of the sales management 2. Attitudes had been adopted in both the sales management and salespeople that were hampering progress 3. Marketing had been tainted by a fragmented approach, lack of cohesion and integration into the sales process 4. Confidence and morale were quite poor as demands for more and more reporting via 'urgent email was placing adhoc pressures on various managers. 5. There were no clear identifiable standards in the selling process. This requires managers to manage more proactively and develop staff to do the same. apt's views regarding focus on results rather than activity were valid. Key objectives were agreed with the members of the board of directors