Experience of Excellence
"We have used different training providers in the past, but have been so impressed with the Professional Excellence system in one section of our business that we are rolling out the programme into other divisions" enthuses, Stephen Kennedy, General Manager of Pentax UK Life Care Division. Pentax have been using Professional Excellence as a training provider for nearly 2 years. The relationship began when a Pentax employee recommended Professional Excellence to the General Manager. She had been on the Professional Excellence training course whilst with her previous employers and was a huge fan of the training methodology. This endorsement led to the General Manager, Stephen Kennedy inviting Michael Brook, founder of Professional Excellence to present and pitch for the Pentax business.
Stephen comments, "I was new to the Life Care Business and was also in the process of developing a new medical sales team. The Professional Excellence system seemed to fit in well with the vision I had for the development of the sales team. I wanted a new focus for the team and the Professional Excellence approach to sales struck a chord with me. I wasn’t looking for training on ‘how’ to sell, but about challenging existing sales attitudes and empowering the team. ‘’
Stephen also attended the initial training to fully understand what Professional Excellence had to offer Pentax and the staff. Stephen found that
"the Professional Excellence system doesn’t just teach people to sell, but is more behavioural based in looking at peoples’ approach to being sold to or selling change & recognising individuals perceptions of products. I was also impressed with the systemised approach, together with the credibility and knowledge that Michael Brook showed within his training presentation."
Stephen initially tested the Professional Excellence training in the medical sales and the after-sales technical teams at Pentax and adds
"Pentax staff feedback has been encouraging. They have really enjoyed the training and it has helped bond the new team together. The benefit for me as General Manager is that all the staff are now working to one standard and they have learned from the Professional Excellence system. We have monitored the results and have found that the team have a much more positive attitude and approach to customers. They understand the sales targets and communication with each other has been improved."
The key endorsement for Professional Excellence is that Pentax are now rolling out the training over the next year to other divisions within the group, such as Imaging Systems and Industrial Products.
Stephen summarises,
"I’ve been pleased to work with Professional Excellence and it’s great to see Michael developing his business further, by franchising. I’ve no doubt that if the franchisees follow the proven system developed by Michael; that their clients and therefore their staff will enjoy the programme as much as we have at Pentax. I wish Professional Excellence the best of luck in franchising their brand."
