ITV is the biggest commercial television network in the UK, broadcasting the most talked about television and making a major contribution to the UK’s culture, economy and communities.

With media formats converging in an increasingly competitive market ITV were keen to complement the existing skills of their sales team and to develop a more proactive and passionate approach to selling whilst building on market strength and developing lasting relationships after the sale.

Following a period of research LDL designed and delivered a series of Consultative Partner Selling workshops for the 30 Managers and Account Executives in the Customer Relations Team. Content focused on relationship building, account strategy and development, presentation skills and the winner’s mindset .

Headlined as the ‘Development Academy’ these sessions were punchy, skills intensive and energetic with participative exercises to build confidence and assist delegates to take ownership of the skills. Two months later all participants were invited back to take part in a follow up day where they formally presented the successes achieved as a result of implementing their new skills.

The outcome is a more highly skilled and motivated sales team all sharing a common sales language and a more customer focused, relationship orientated approach.