“How can we strengthen sales capability across both managers and sales executives?”

What They Needed

Taylor Wimpey are one of the largest house builders in the UK, operating from twenty four regional offices across England, Scotland and Wales. They knew that to maintain their position as a leading residential developer, they needed stronger consistency in how Sales Managers led their teams and how Sales Executives engaged with buyers on their developments.

They recognised the need to:

• Improve the capability and confidence of Sales Managers across recruitment, coaching and performance
• Strengthen the induction and development of Sales Executives across all business units
• Create a structured and consistent approach to selling on plots and developments
• Improve questioning, listening and customer engagement across the sales cycle
• Build a shared process that worked across all regions and customer types

In short: How do we raise the capability of both managers and executives to deliver stronger, more consistent sales performance?

What We Did

Using a tailored development programme, we created a combined pathway for Sales Managers and Sales Executives to ensure improvements were achieved across every level of the sales operation.

The programme included core workshops covering personal management styles, questioning and listening skills, coaching and feedback, Taylor Wimpey’s induction process, recruitment roadmap and selection process. We also developed the Taylor Wimpey seven stage sales process to create a clear and consistent structure for all Sales Executives to follow.

Supported by:

• Practical workshops designed around real customer conversations and on site scenarios
• Coaching and feedback development to help managers lead day to day performance more effectively
• Structured recruitment and induction content ensuring new starters were onboarded consistently
• Behaviour based skills sessions focusing on questioning, listening and handling difficult situations
• A bespoke seven stage sales process providing Sales Executives with a clear, repeatable framework

The programme gave both managers and executives the tools, structure and behaviours needed to improve performance and support buyers more effectively across their developments.